Senior Pricing and Monetization Manager

About Gusto

At Gusto were on a mission to grow the small business economy. We handle the hard stuff payroll health insurance 401(k)s and HR so owners can focus on their craft and their customers. With teams in Denver San Francisco and New York we support more than 500000 small businesses nationwide and are building a workplace that reflects the people we serve.

All full-time employees receive competitive base pay benefits and equity (RSUs) because everyone who helps build Gusto should share in its success. Offer amounts are determined by role level and location. Learn more about our Total Rewards philosophy.

AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.

About the Role

Our Product Pricing & Monetization team sits at the intersection of product and commercial strategy responsible for holistic pricing and packaging across Gustos full product suite.

Were looking for a Senior Pricing and Monetization Manager to focus across our platform. portfolio including Gusto Payroll Gusto Time management and HR and our suite of embedded financial services for employers and employees. Youll collaborate closely with product sales marketing data engineering and finance with work that is visible to Gusto leadership.

What Youll Do

• Work in partnership across Product Finance Marketing and Go-to-Market to review and recommend monetization and pricing strategies for new product launches and our existing portfolio.
• Be a world-class operator owning and delivering on cross-functional projects and commercial go-to-market an AI-native environment strategy ownership and execution goes broad. You will be asked to learn adapt and grow your range of expertise.
• Help shift from a commercial strategy and operations function to an AI-powered builder program. Youll ship MVPs Proof of Concepts and pilots right into market.
• Decide Build and Monitor the key Pricing and Monetization KPIs across our product and go-to-market portfolio.
• Be the pricing and monetization expert and go-to-partner for Monetization and Commercial strategy.
• Work closely with key stakeholders such as: Product Product Marketing Sales Data Science and Finance. Products will have direct executive line-of-sight and direct impact to our product and business.

What Were Looking For

• Background in fintech business banking retirement E-commerce payroll or HR back office SaaS
• Background in B2B / B2C Saas in Payroll HR Fintech ECommerce or related field.
• An AI-native operator who can go from strategy to execution quickly building Agents instead of processes. Youll be an expert in Claude Code and Cursor.
• A strong analytical mindset with strong attention to detail and creative problem-solving ability. Able to use AI tools to conduct end-to-end technical data analysis.
• Executive relationship management and communication. Youll be presenting and working on topics for our executives board and senior leaders across Gusto.
• Exceptional cross-functional stakeholder management and relationship-building skills. Your success will be defined by your ability to move a broad set of stakeholders towards a common goal.
• Clear concise communicator able to distill complex ideas for any audience
• Thrives in fast-moving environments; able to pivot quickly and manage competing priorities
• Curious growth-oriented and genuinely passionate about pricing

Nice to Have

• Experience developing and delivering pricing and go-to-market recommendations in product marketing finance or consulting.
• Experience with technical pricing research like conjoint or max diff analysis or other quantitative research techniques.
• Expertise in technical data analysis skills like SQL Python or R. Expect underlying foundation coupled with ability to use AI to execute.
• Familiarity with the latest AI tools to help with coding or data analytics tools such as Claude Cursor Gumloop

Compensation

Our cash compensation amount for this role is targeted at $152000 - $180000/yr in Denver Phoenix and Atlanta and $180000 - $218000/yr for San Francisco & New York. The salary range for Toronto is CAD 133000 - 160000. Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the amounts listed above.

#LI-Hybrid

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 2-3 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. This includes non-office days for hybrid employees.

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.

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