Product Partnerships, Ecosystem

Job Description

Gusto is the People Platform. We help small businesses with Payroll, Benefits, and HR through a combination of in-house services and strategic partnerships with best-of-breed industry players. 

We’re looking for an experienced Partnership Leader with a background in building app ecosystems, marketplaces, or app platforms who will drive the expansion of our partner ecosystem. In this role, you will be tasked with partnering with the Product, Engineering and GTM Teams to form a strategy on how we approach building out our ecosystem and adding hundreds of new partners that provide value to our customers, partners and Gusto. You will be leading a small partnerships team and will be responsible for building out our partnership strategy, processes, and ensuring that our goals and objectives are met. 

When you join, you’ll be working with a dedicated and growing team of Product Managers, Engineers, Partner Managers, Legal, and Product Specialists.

Here’s what you’ll do day-to-day:

• Develop partnership strategies and set aggressive goals in collaboration with the Product Team
• Create and implement programs and tools (email templates, pitch decks, business cases) that set the team up for success and get partners excited about the opportunity
• Establish relationships with key decision makers at world-class organizations
• Experience building, leading, and developing high-perofrming teams. Attract, hire, develop, and retain top talent
• Identify new strategic partners and negotiate first-of-their kind business and technical terms with them across a variety of initiatives to help accelerate Gusto’s roadmap
• Inform and influence our product roadmap based on your deep understanding of Gusto’s products, the market landscape, and the needs of our partners. 
• Partner with cross-functional leadership across the company including Product Management and Engineering to launch new products for Gusto and our customers.
• Implement and launch new strategic partnerships and products
• Empower a small team of individual contributors building new partnerships

Here’s what we're looking for:

• 6+ years of relevant experience in a fast paced deal making environment including business development, partnerships, or sales. 
• Proven track record of leading cross-functional processes on deal negotiation & execution, pipeline reporting, and prioritization of a large pipeline of partner opportunities.
• 2+ years of experience building, leading, and developing high-performing teams. 
• Deep knowledge of the SaaS ecosystem and navigating a variety of economic arrangements including affiliate, revenue share, and reseller programs. Experience with negotiating complex, technical contracts. 
• Ability to identify unique opportunities for Gusto to differentiate the product, create new business opportunities, grow the business and accelerate the roadmap and guide our product strategy.
• Qualitative and quantitative abilities required to build business cases that clearly articulate value to both Gusto and our customers
• Strong internal and external communication abilities, interpersonal skills, and the ability to influence cross-functionally (Product, Engineering, etc.) 
• Comfort with a fast-paced, ever-changing environment and lots of ambiguity 

Our cash compensation amount for this role is targeted at $116,000 - $143,000 in Denver & most remote locations, and $140,000 - $173,000 for San Francisco & New York. Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the amounts listed above.

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 it's 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 with us.

Our company 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. Our company considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. We are also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at [email protected].