Head Of Pro Sales

Summary

Join Gusto as an experienced Sales Leader to spearhead channel distribution strategies, focusing on increasing market share through strategic go-to-market motions. You will empower high-performing sales teams, manage dedicated accounts, and build new teams to expand into new channels. Responsibilities include developing winning sales tactics, contributing to sales plans and forecasts, and serving as a conduit between sales teams and product development. This role requires extensive sales experience, a proven track record of growing channel businesses, and a strong mathematical mindset. The position offers a competitive compensation package, remote work flexibility, and the opportunity to make a significant impact on Gusto's growth.

Requirements

• 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

Responsibilities

• Empower high-performing sales teams (3rd line leader) across the lifecycle of accounts from Sales Development to Acquisition to Account Management / Expansion
• Manage dedicated and strategy account functions, and build new teams to tackle new channels
• Hire brilliantly and develop consistently; aggressively deliver results and set consistent, data-driven expectations for managers and ICs within the org
• Set the tone and facilitate successful change management
• Collaborate seamlessly with strategy operations and enablement functions
• Speak 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
• Serve as main evangelist and advocate for channel partners' interests, seeking relationships in industry to enhance partnerships and derive insights
• Invent and iterate winning sales tactics and collaborate with strategy sales operations, enablement, compensation, people team, and finance to improve sales performance and contribution
• Collaborating with operations, analytics, and finance, contribute to sales plans and forecasts that set aggressive but achievable targets, with clearly identified levers and tactics
• Increase predictability in sales forecasting, incorporating historical data, market analysis, and pipeline metrics
• Serve as a conduit and voice of the seller to our Gusto Pro and other product teams by measuring and curating channel partner needs
• Collaborate with PMM, finance, and analytics to quantify and validate opportunities ranging from feature development to pricing and packaging
• Evangelize the Gusto Pro product and ecosystem of solutions across channels both existing and new
• Be a thought leader with executive presence, ability, and interest to represent Gusto at accounting and additional channel industry events
• Be a 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

Preferred Qualifications

Experience with accounting professionals or franchise distribution

Benefits

• 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
• Remote work option
• Travel will be required (approximately monthly, focusing on Gusto office locations SF, NY, Denver as well as conferences, events, and customer visits