Head of Accountant Partner Program

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:

The accounting industry is at an inflection point. AI is fundamentally reshaping how firms operate advisory services are displacing compliance-only engagements and the platforms that win accountant loyalty in the next two years will define the category for the decade after. Gustos Accountant Partner Program is one of the most strategically important levers in the business and we need a senior leader to own its full arc from strategy and program design through enablement and team development.

As the Head of Accountant Partner Program you will own the strategic direction operational architecture and multi-year investment thesis for Gustos Accountant Partner addition to your IC ownership of program strategy you will directly manage two enablement ICs: a Channel Partner Enablement Manager and a Senior Enablement Manager Accountants. Together this team owns how accounting firm partners and channel partners are activated onboarded and trained. You will set the overarching enablement strategy and develop both individuals as the team scales.

This role reports directly to the Head of Indirect GTM and operates with wide latitude over objectives approaches and program design across the Accountant Partner Program.

About the Team:

• The Indirect GTM team at Gusto owns the Accountant Partner Program Gustos scaled path to SMB customers through accounting firm partners. What it needs now is a senior owner who can drive the next phase: a program that is strategically differentiated operationally cohesive and known in the industry as the standard of excellence.
• The team is lean cross-functional and moves fast. Youll work closely with product sales marketing finance and operations and spend meaningful time externally as one of Gustos spokesperson in the accountant partner community. The program is entering a period of significant investment and this role sets the agenda for where and how that investment lands.

Heres what youll do day-to-day:

• Set the Accountant Partner Program strategy and multi-year investment thesis defining where Gusto should place bets across program components how capital should be allocated and what the accountant channel looks like at 10x scale.
• Serve as one of Gustos external voice in the accountant partnership space representing the company at industry events shaping Gustos public POV on the future of accounting firm partnerships and building Gustos reputation as the standard of excellence in the partner program community.
• Lead market research and competitive intelligence maintaining a continuous view of how competitors and the broader industry are evolving and translating that into strategic recommendations that shape program design and capital allocation.
• Collaborate with Partner Marketing on program brand and external positioning identifying and executing on awards thought leadership speaking opportunities and industry partnerships that establish Gusto as the program of choice for accounting firms.
• Build and own external partner relationships for program benefits sourcing negotiating and operationalizing vendor and platform partnerships (e.g. AI tooling firm consultants) that deliver tangible differentiated value to accountant partners.
• Own the end-to-end operationalization of the program internally consolidating fragmented program components (support incentives rev-share orchestration AI agents) into a cohesive AI-leveraged operating model with clear ownership and accountability across functions.
• Own program financial management and ROI determining how investment is deployed monitoring performance by tier (CAC:LTV activation rates GNARR contribution) and presenting the return story to executive leadership.
• Lead and develop two enablement ICs managing the Partner Enablement Manager for Channel and the Senior Enablement Manager for Accountants (responsible for partner onboarding and training). Set the overarching enablement strategy and ensure the team ships with quality and at scale.
• Identify and drive resolution of gaps across adjacent program areas proactively surfacing where challenges in support tooling or partner experience are creating friction and driving cross-functional resolution.
• Collaborate with Partner Operations on the partner program tech stack shaping the architecture of how Gusto manages orchestrates and scales accountant partner relationships at volume including agentic enablement capabilities.

Heres what were looking for:

• 15 years of experience in partner programs channel strategy customer/partner support or business development with a demonstrated track record of building category-defining programs at scale ideally with meaningful exposure to the accounting or professional services industry.
• Proven experience as a principal architect of partner program infrastructure youve designed and owned rev-share structures tiered benefits partner incentives program governance and multi-year investment theses. Youve set the strategy not just executed within it.
• People management experience youve managed and developed ICs in partner enablement channel or GTM functions. You know how to set direction clear blockers and grow people while staying close to the work yourself.
• Enablement fluency you have a working command of what great partner enablement looks like for partners: onboarding design CPE programming certification tracks and activation at scale. You dont need to be the practitioner but you need to be a credible leader of practitioners.
• Recognized external expert and thought leader in the accountant channel or partner program space youve represented companies publicly shaped industry POV and built credibility with partners vendors and industry bodies as a peer-level voice.
• External partnership depth youve negotiated complex vendor and platform contracts managed high-stakes third-party relationships and operationalized partnerships from concept through scale.
• Operational rigor youve consolidated fragmented program operations across complex organizations and built the systems and processes that let programs run at scale without breaking.
• Executive-level financial acumen youve owned program P&Ls built multi-year investment models and presented capital allocation recommendations to senior leadership with full accountability for outcomes.
• AI fluency and strategic foresight you understand how AI is reshaping the accounting industry and partner ecosystems actively use AI tools in your own work and can credibly set Gustos POV on where this goes.
• Cross-functional leadership at senior levels youve shaped strategy with exec stakeholders driven outcomes across product sales finance and operations and built formal networks with key decision makers inside and outside the company.

Our target on-target range for this role is $200000/yr to $250000 USD/yr in Denver & most remote locations and $250000/yr to $300000USD/yr for San Francisco & New York and $250000 - $280000 CAD for Toronto. Final offer amounts and the exact base/commission split are determined by multiple factors including candidate location experience and expertise and may vary from the amounts listed above.

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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