Head of Indirect Go-To-Market (Accountants) - Gusto Pro
Head of Indirect Go-To-Market (Accountants) - Gusto Pro
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Job Description
About Gusto
Gusto is a modern online people platform that helps small businesses take care of their teams. On top of fullservice payroll Gusto offers health insurance 401(k)s expert HR and team management tools. Today Gusto offices in Denver San Francisco and New York serve more than 400000 businesses nationwide.
Our mission is to create a world where work empowers a better life and it starts right here at Gusto. Thats why were committed to building a collaborative and inclusive workplace both physically and virtually. Learn more about our Total Rewards philosophy.
About Gusto & Gusto Pro
At Gusto our mission is to create a world where work empowers a better life. Were building the first modern allinone people platform bringing together Payroll Benefits HR and Employee Onboarding under one roof. We provide a fullservice solution including software expert support and a variety of business services designed around our customers. Today Gusto serves more than 400000 businesses nationwide from our offices in Denver San Francisco New York and with a distributed workforce.
Gusto Pro is our gamechanging cloudbased platform built specifically for accounting firms. It empowers firms to streamline payroll people operations and advisory services for their clients all within a single integrated platform. With powerful features like client dashboards automated workflows and robust reporting Gusto Pro enables firms to elevate their client service and skyrocket their practice growth.
The Gusto Pro GTM team is a dynamic and highperforming group focused on building lasting partnerships with leading accounting firms. We foster a collaborative environment where strategic thinking innovation and a resultsdriven approach are highly valued.
About the Role
The Head of Indirect GTM (Accountants) for Gusto Pro will lead the strategy to significantly grow our business through accounting partnerships. This senior leader is responsible for architecting and spearheading the significant expansion and impact of this channel ensuring its contribution to Gusto Pros overarching success is both substantial and sustainable.
This role involves further developing the accountant channel as a powerful customer acquisition engine by leveraging accountants networks and their trusted advisor status with SMBs. You will build the necessary infrastructure devise sophisticated strategies and foster robust crossfunctional alignment (with Indirect Sales Marketing Gusto Pro Product RevOps Finance and more) to achieve scalable growth. Your work will be pivotal in integrating the accountant channel strategy within Gustos broader GTM framework to accelerate market share efficiently acquire customers at scale and enhance Gusto Pros brand reputation. This senior leadership role demands an individual who can devise innovative strategies and inspire their successful implementation across a complex ecosystem.
Heres what youll do daytoday:
- Strategic GTM Leadership for the Accountant Channel:
- Develop articulate and spearhead the execution of a comprehensive indirect GTM strategy tailored specifically for Gusto Pro via accounting professionals.
- Continuously refine Gusto Pros value proposition to resonate powerfully with different segments of the accounting community.
- Partner Program Architecture & Evolution:
- Design implement and iteratively optimize comprehensive partner programs (e.g. partner tiers financial incentives comarketing funds enablement resources) ensuring they are competitive motivating and deliver measurable ROI.
- Architect a sustainable thriving partner ecosystem focusing on scalable processes for recruitment enablement performance management and fostering partner loyalty.
- Ecosystem Development & Partner Lifecycle Management:
- Spearhead strategies for the identification recruitment onboarding and activation of highpotential accountant partners aligned with the IPP.
- Develop and manage ongoing support training resources and marketing materials to ensure partner success.
- Performance Management & Channel Optimization:
- Establish a clear framework of Key Performance Indicators (KPIs) and robust reporting mechanisms to monitor analyze and drive accountant channel performance (e.g. Partner Acquisition/Activation Rate PartnerSourced MRR/ARR CAC LTV).
- Implement datadriven strategies for continuous improvement and scaling using performance data to adjust strategies and optimize results.
- CrossFunctional Orchestration & Leadership:
- Champion the indirect GTM vision internally leading through influence across Marketing Sales Product Customer Success Finance and Legal to ensure cohesive strategy execution and operational alignment.
- Ensure brand alignment across all partner communications and activities.
Heres what were looking for:
- Key Strengths & Mindset:
- Systems thinker / analytical / engine builder mindset: A holistic approach to growing revenue and building scalable partner ecosystems; understands how to leverage various GTM motions in concert.
- Business builder mindset: Implements innovative strategies to improve acquisition and growth with a strong focus on reducing CAC and increasing ACV through partner leverage.
- Driver: Drives change takes risks and does not default to conventionalism or simply optimization.
- Specific Competencies:
- Strategic & Analytical Prowess: Ability to develop a compelling longterm vision for the accountant channel translate it into actionable plans and consistently leverage data/analytics for decisionmaking.
- Deep Channel & GTM Expertise: Extensive experience in B2B SaaS indirect sales comprehensive channel development and sophisticated GTM strategy. Demonstrable experience within or directly targeting the accounting industry is highly preferred.
- Influence & Stakeholder Management: Proven ability to build strong collaborative relationships and drive alignment with senior internal and external stakeholders often without direct reporting lines. Influencing without authority is a critical competency.
- Results Orientation & Execution Excellence: Consistent demonstrable track record of achieving and exceeding ambitious targets in a dynamic fastpaced environment.
- Ecosystem Leadership: Ability to inspire and guide accountant partners and internal Gusto teams towards a shared vision for channel success.
- Financial & Business Acumen: Strong understanding of SaaS metrics channel economics P&L management sales funnels pipeline management and ROI optimization (MRR ARR CAC LTV as applied to channel dynamics).
- Experience:
- Significant experience as a GTM leader focused on indirect/channel sales in a successful atscale multiproduct B2B SaaS company.
- Likely Background: Senior roles in Channel Sales/Partnerships or Business Development within a channel context.
- SMB GTM experience / SMB market expert.
- Proven success building net new revenue through partners.
- Leadership Qualities & Values Alignment:
- Deeply customerobsessed with a genuine passion for SMBs and the accounting professionals who serve them.
- Proven ability to lead and inspire empowering both internal teams and external partners.
- An exceptionally clear effective and coherent communicator.
- Embodies Gustos values and is committed to continuous improvement and fostering an inclusive workplace.
Why Gusto
- Lead Strategic Growth: Take the helm of a critical growth area significantly impacting Gusto Pros success by expanding our accounting partnerships.
- Build a Customer Acquisition Engine: Develop and scale the accountant channel into a reliable and powerful engine for acquiring new SMB customers.
- Drive CrossFunctional Impact: Collaborate closely with leadership across Marketing Sales Product Finance and Operations to achieve ambitious goals.
- Autonomous & HighImpact Role: Enjoy a high level of autonomy to shape strategy build business cases and drive execution with a direct line to impacting Gustos trajectory.
- Work Alongside Experienced Leaders: Gain a birdseye view of a scaling business and partner with seasoned technical product and business leaders.
Gusto has physical office spaces in Denver San Francisco and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 23 days per week (or more depending on role). The same office expectations apply to all Symmetry roles Gustos subsidiary whose physical office is in Scottsdale.
Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas.
When approved to work from a location other than a Gusto office a secure reliable and consistent internet connection is required.
Our customers come from all walks of life and so do we. We hire great people from a wide variety of backgrounds not just because its the right thing to do but because it makes our company stronger. If you share our values and our enthusiasm for small businesses you will find a home at Gusto.
Gusto is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race color religion national origin age sex (including pregnancy childbirth or related medical conditions) marital status ancestry physical or mental disability genetic information veteran status gender identity or expression sexual orientation or other applicable legally protected characteristic. Gusto considers qualified applicants with criminal histories consistent with applicable federal state and local law. Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey please fill out this form and a member of our team will get in touch with you.
Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer.
Required Experience:
Director
Employment Type
Full Time
