Responsibilities

• Architect & Execute GTM Strategy
• Lead go-to-market strategy and execution across product areas—partnering with Growth, Product and Marketing to shape customer segmentation, pricing, and GTM motions that drive adoption and growth.
• Turn Insights Into Action
• Synthesize market research, customer insights, usage data, and cross-functional input to identify opportunities and inform strategy. Translate strategy into actionable plans and ensure GTM execution lands with excellence.
• Contribute to a culture of excellence
• Create clarity and focus in every project you take on, raise the bar on craft, and foster a culture of insight-driven thinking, collaboration, and results.
• Drive Cross-Functional Alignment & Accountability
• Act as the strategic tissue across Product, Sales, Marketing, and Customer Experience to drive shared goals and orchestrate execution across teams, leveraging technology. Bring structure, momentum, and accountability to complex initiatives. Build new ways of working by building net-new processes/systems that didn’t exist prior.
• Own Performance & Optimization
• Define success metrics and track performance across initiatives. Drive regular reviews of GTM performance and lead iteration to improve outcomes over time.

Requirements

• Track record of shaping GTM strategy in ambiguous yet highly ambitious environments — 0-to-1 products, new markets, or building new motions within an existing company
• Ability to move between strategic planning and hands-on execution—comfortable with ambiguity and bias toward action
• Excellent cross-functional collaboration and communication skills; adept at influencing across Sales, Product, and Marketing
• Deep experience with customer segmentation, positioning, pricing, and GTM planning
• Experience in SMB, fintech, HR/benefits/payroll tech, or a complex multi-audience business is a plus
• Highly AI fluent; able to build AI systems and unlock new ways of working through AI

Benefits

• 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.