Head of Indirect Go-to-Market

Summary

Join Gusto as the Head of Indirect GTM (Accountants) for Gusto Pro and lead the strategy to significantly grow our business through accounting partnerships. Develop and execute a comprehensive indirect GTM strategy tailored for Gusto Pro via accounting professionals. Design, implement, and optimize partner programs, including partner tiers, financial incentives, and co-marketing funds. Spearhead strategies for identifying, recruiting, onboarding, and activating high-potential accountant partners. Establish KPIs and reporting mechanisms to monitor and drive accountant channel performance. Champion the indirect GTM vision internally, leading through influence across various departments to ensure cohesive strategy execution. This senior leadership role requires a systems thinker with business building mindset, strategic and analytical prowess, deep channel and GTM expertise, and proven success in building net new revenue through partners.

Requirements

• Systems thinker / analytical / engine builder mindset: A holistic approach to growing revenue and building scalable partner ecosystems; understands how to leverage various GTM motions in concert
• Business builder mindset: Implements innovative strategies to improve acquisition and growth, with a strong focus on reducing CAC and increasing ACV through partner leverage
• Driver: Drives change, takes risks, and does not default to conventionalism or simply optimization
• Strategic & Analytical Prowess: Ability to develop a compelling long-term vision for the accountant channel, translate it into actionable plans, and consistently leverage data/analytics for decision-making
• Deep Channel & GTM Expertise: Extensive experience in B2B SaaS indirect sales, comprehensive channel development, and sophisticated GTM strategy. Demonstrable experience within, or directly targeting, the accounting industry is highly preferred
• Influence & Stakeholder Management: Proven ability to build strong, collaborative relationships and drive alignment with senior internal and external stakeholders, often without direct reporting lines. "Influencing without authority" is a critical competency
• Results Orientation & Execution Excellence: Consistent, demonstrable track record of achieving and exceeding ambitious targets in a dynamic, fast-paced environment
• Ecosystem Leadership: Ability to inspire and guide accountant partners and internal Gusto teams towards a shared vision for channel success
• Financial & Business Acumen: Strong understanding of SaaS metrics, channel economics, P&L management, sales funnels, pipeline management, and ROI optimization (MRR, ARR, CAC, LTV as applied to channel dynamics)
• Significant experience as a GTM leader focused on indirect/channel sales in a successful, at-scale, multi-product B2B SaaS company
• Likely Background: Senior roles in Channel Sales/Partnerships or Business Development within a channel context
• SMB GTM experience / SMB market expert
• Proven success building net new revenue through partners
• Deeply customer-obsessed, with a genuine passion for SMBs and the accounting professionals who serve them
• Proven ability to lead and inspire, empowering both internal teams and external partners
• An exceptionally clear, effective, and coherent communicator
• Embodies Gusto's values and is committed to continuous improvement and fostering an inclusive workplace

Responsibilities

• Develop, articulate, and spearhead the execution of a comprehensive indirect GTM strategy tailored specifically for Gusto Pro via accounting professionals
• Continuously refine Gusto Pro's value proposition to resonate powerfully with different segments of the accounting community
• Design, implement, and iteratively optimize comprehensive partner programs (e.g., partner tiers, financial incentives, co-marketing funds, enablement resources) ensuring they are competitive, motivating, and deliver measurable ROI
• Architect a sustainable, thriving partner ecosystem focusing on scalable processes for recruitment, enablement, performance management, and fostering partner loyalty
• Spearhead strategies for the identification, recruitment, onboarding, and activation of high-potential accountant partners aligned with the IPP
• Develop and manage ongoing support, training, resources, and marketing materials to ensure partner success
• Establish a clear framework of Key Performance Indicators (KPIs) and robust reporting mechanisms to monitor, analyze, and drive accountant channel performance (e.g., Partner Acquisition/Activation Rate, Partner-Sourced MRR/ARR, CAC, LTV)
• Implement data-driven strategies for continuous improvement and scaling, using performance data to adjust strategies and optimize results
• Champion the indirect GTM vision internally, leading through influence across Marketing, Sales, Product, Customer Success, Finance, and Legal to ensure cohesive strategy execution and operational alignment
• Ensure brand alignment across all partner communications and activities

Benefits

• Lead Strategic Growth: Take the helm of a critical growth area, significantly impacting Gusto Pro's success by expanding our accounting partnerships
• Build a Customer Acquisition Engine: Develop and scale the accountant channel into a reliable and powerful engine for acquiring new SMB customers
• Drive Cross-Functional Impact: Collaborate closely with leadership across Marketing, Sales, Product, Finance, and Operations to achieve ambitious goals
• Autonomous & High-Impact Role: Enjoy a high level of autonomy to shape strategy, build business cases, and drive execution with a direct line to impacting Gusto's trajectory
• Work Alongside Experienced Leaders: Gain a bird's-eye view of a scaling business and partner with seasoned technical, product, and business leaders