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[Remote] Head of Partner Growth, Embedded Payroll
Note: The job is a remote job and is open to candidates in USA. Gusto is on a mission to grow the small business economy by providing essential services such as payroll and HR. They are seeking a Head of Partner Growth to lead a team focused on driving successful partnerships and scaling the business through strategic frameworks and go-to-market execution.ResponsibilitiesBuild, lead, and develop a high-performing team of Partner Success Managers and Partner EnablementSet the operational rhythm for the partner growth function — including planning cadences, escalation workflows, and performance managementCoach team members on partner strategy, executive communication, and cross-functional navigationDrive Enablement with the ideation, creation, and execution of enablement frameworks and materialsDrive AI fluency across the team — embedding AI tools and workflows into day-to-day partner operations, GTM planning, and internal knowledge management to accelerate output and decision qualityOwn the partner growth strategy across the GEP portfolio, including partner segmentation, prioritization, and resource allocationDevelop and maintain per-partner operating plans with clear success metrics, in collaboration with Product, Engineering, Marketing, and Sales EnablementBuild repeatable GTM playbooks — covering co-marketing motions, sales enablement, content roadmaps, and launch sequencing — tailored to each partner's distribution model and ICPTranslate portfolio-level data (revenue, attach rates, funnel performance) into strategic narratives for leadershipDrive success for our partners and their end customers through adoption, activation, and retention of Gusto-powered embedded productsOwn the full marketing funnel and sales motion with partners — from top-of-funnel demand generation through conversion, onboarding, and expansionManage complex, high-stakes partner relationships directly — including contract negotiations, executive escalations, and cross-functional alignment on roadmap prioritiesLead partner incident response and escalation management with structured, cross-functional workflowsCreate and expand the feedback loop between partners, their end users, and Gusto's internal product, marketing, engineering, and operations teamsDesign frameworks, templates, and processes that enable the team to manage a growing partner portfolio without linear headcount growthIdentify and implement AI-powered workflows and tools that improve team efficiency, partner reporting, and knowledge managementSkills12-15 years of experience, with 8+ years in a people management role and 7+ years in partner-facing or channel-facing rolesPartner-side perspective: Has operated on the partner or channel side of the table — understands how partners evaluate, prioritize, and activate embedded or referral relationshipsFarmer mentality: Wired to grow and deepen existing partner relationships through trust-building, strategic account planning, and proactive expansion — not just hunting new dealsMethodical operator: Builds repeatable playbooks, escalation frameworks, and operational rhythms rather than relying on one-off heroics. Strong systems thinkerGTM playbook experience: Hands-on experience building go-to-market plans from scratch — including co-marketing, keyword strategies, content roadmaps, and launch sequencingFull-funnel fluency: Understands the complete marketing and sales journey from demand gen through conversion, activation, and retention. Can diagnose where a partner motion is leaking value and prescribe the right interventionAI fluency: Actively uses AI tools (e.g., LLMs, automation platforms) to accelerate workflows, improve decision quality, and build team capability. Comfortable leading an AI adoption agenda within a teamExecutive communicator: Strong ghostwriter and strategic communicator who can represent the partnership function credibly with C-suite stakeholders — both internally and at partner organizationsStrong sense of ownership and resilience: Thrives in ambiguity, takes initiative, and drives outcomes without waiting for permissionExceptional written and verbal communication: Can shift register fluently between partner-facing emails, internal Slack, leadership documents, and board-level narrativesExperience with embedded or platform business models (APIs, developer tools, B2B2B)Knowledge of payroll, HR tech, or fintech software ecosystemsExperience managing partner P&Ls, cost-to-manage models, or portfolio-level financial analysis"Gets" the building-mode opportunity — has scaled a partner function from early stage, not just inherited a mature programBenefitsAll 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.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).When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required.Gusto is proud to be an equal opportunity employer.Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures.Company OverviewGusto is an HR and payroll platform that simplifies complex tasks, empowering businesses to focus on what matters most. It was founded in 2011, and is headquartered in San Francisco, California, USA, with a workforce of 1001-5000 employees. Its website is Apply To this Job
