Job Summary

Gusto is seeking a new experienced Sales Leader with a track record as a cross-functional leader and change agent to expand our channel distribution strategies with an eye toward larger, more strategic go-to-market motions designed to increase market share via levered distribution networks. Gusto Pro revenue consists of revenue generated from new and existing Gusto customers co-owned by our channel distribution partners, including our largest channel business: Accounting Firms. The mandate is to maximize our existing channels and build for new ones.

Key responsibilities

• Sales Leadership. Empowers high performing sales teams (3rd line leader) across the lifecycle of accounts from Sales Development to Acquisition to Account Management / Expansion. Manages dedicated and strategy account functions, and builds new teams to tackle new channels. Hires brilliantly and develops consistently; aggressively delivers results and sets consistent, data-driven expectations for managers and ICs within the org. Sets the tone and facilitates successful change management. Collaborates seamlessly with strategy operations and enablement functions. Speaks authoritatively cross-functionally and at all levels of the company regarding overall performance of the channels, inclusive of but not limited to sales tactics and outcomes. Serves as main evangelist and advocate for channel partners interests, seeking relationships in industry to enhance partnerships and derive insights.
• Sales Standards, Process, and Operations. Beyond simply leading a sales organization, invent and iterate winning sales tactics and collaborate with strategy sales operations, enablement, compensation, people team, and finance to improve sales performance and contribution.
• Sales Planning & Forecasting. Collaborating with operations, analytics, and finance, contribute to sales plans and forecasts that set aggressive but achievable targets, with clearly identified levers and tactics. Increases predictability in sales forecasting, incorporating historical data, market analysis, and pipeline metrics.
• Feedback Loop & Strategic Planning. Serves as a conduit and voice of the seller to our Gusto Pro and other product teams by measuring and curating channel partner needs. Collaborates with PMM, finance, and analytics to quantify and validate opportunities ranging from feature development to pricing and packaging.
• Selling and External Relationships. Evangelizes the Gusto Pro product and ecosystem of solutions across channels both existing and new. Thought leader with executive presence, ability, and interest to represent Gusto at accounting and additional channel industry events. Leader with extensive product/industry knowledge and sales experience to unblock and influence new and existing accountant and channel relationships to win and strengthen strategic and enterprise accounts.

Role Structure and Org Design

This role reports into Gusto’s Head of Subscription Sales (reporting into our CRO). Key partners with aligned goals include our head of product for channel partners (“Gusto Pro”), head of advanced customer service, and head of finance. This role will have accountability for approximately 30% of Gusto’s new annualized recurring revenue growth (ARR). The team will have 2-3 sales teams managed by 2nd line sales directors on day 1, with potential for more to build. The team on day 1 will have approximately 60 total team members.

Experience

• Minimum 10 years relevant sales experience with 7+ years managing sales teams
• Track record growing sales-led channel businesses in a leadership position including specific contributions and responsibilities for sales talent, tactics, and performance
• Multi-model sales leader who can guide teams with different account segmentation ranging from strategic accounts down through mid-market and smaller accounts.
• Mathematical mindset with an orientation on repeatability
• Experience with accounting professionals or franchise distribution a plus

Location and Travel

The position can be remote, and travel will be required (approximately monthly, focusing on Gusto office locations SF, NY, Denver as well as conferences, events, and customer visits

Compensation

Our compensation range for this role is $220,000 to $280,000 OTE (with a 60/40 split between base salary and target commission) in Denver and most other remote locations, and $250,000 to $315,000 OTE in San Francisco and New York City. Final offer amounts are determined by multiple factors, including candidate experience and expertise, and may vary from the amounts listed above.