Partner operations, GTM planning, and internal knowledge management to accelerate output and decision quality Strategize & Plan Own the partner growth strategy across the GEP portfolio, including partner segmentation, prioritization, and resource allocation Develop and maintain per-partner operating plans with clear success metrics, in collaboration with Product, Engineering, Marketing, and Sales Enablement Build repeatable GTM playbooks — covering co-marketing motions, sales enablement, content roadmaps, and launch sequencing — tailored to each partner's distribution model and ICP Translate portfolio-level data (revenue, attach rates, funnel performance) into strategic narratives for leadership Operate & Execute Drive success for our partners and their end customers through adoption, activation, and retention of Gusto-powered embedded products Own the full marketing funnel and sales motion with partners — from top-of-funnel demand generation through conversion, onboarding, and expansion Manage complex, high-stakes partner relationships directly — including contract negotiations, executive escalations, and cross-functional alignment on roadmap priorities Lead partner incident response and escalation management with structured, cross-functional workflows Build for Scale Create and expand the feedback loop between partners, their end users, and Gusto's internal product, marketing, engineering, and operations teams Design frameworks, templates, and processes that enable the team to manage a growing partner portfolio without linear headcount growth Identify and implement AI-powered workflows and tools that improve team efficiency, partner reporting, and knowledge management What We're Looking For 12-15 years of experience, with 8 years in a people management role and 7 years in partner-facing or channel-facing roles Partner-side perspective: Has operated on the partner or channel side of the table — understands how partners evaluate, prioritize, and activate embedded or referral relationships Farmer mentality: Wired to grow and deepen existing partner relationships through trust-building, strategic account planning, and proactive expansion — not just hunting new deals Methodical operator: Builds repeatable playbooks, escalation frameworks, and operational rhythms rather than relying on one-off heroics. Strong systems thinker GTM playbook experience: Hands-on experience building go-to-market plans from scratch — including co-marketing, keyword strategies, content roadmaps, and launch sequencing Full-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 intervention AI fluency: Actively uses AI tools (e.g., LL - Ms, automation platforms) to accelerate workflows, improve decision quality, and build team capability. Comfortable leading an AI adoption agenda within a team Executive communicator: Strong ghostwriter and strategic communicator who can represent the partnership function credibly with C-suite stakeholders — both internally and at partner organizations Strong sense of ownership and resilience: Thrives in ambiguity, takes initiative, and drives outcomes without waiting for permission Exceptional written and verbal communication: Can shift register fluently between partner-facing emails, internal Slack, leadership documents, and board-level narratives Strong Nice-to-Haves Experience with embedded or platform business models (APIs, developer tools, B 2 B 2 B) Knowledge of payroll, HR tech, or fintech software ecosystems Experience 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 program Our cash compensation amount for this role is targeted at:$230,215 - $270,500 in San Francisco, CA; New York, NY $195,745 - $230,000 in Denver, CO; Phoenix, AZ; Atlanta, GA; Chicago, IL; Las Vegas, NV If you are outside of the geographic areas above, your application will not be considered at this time. Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the amounts listed above. 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). The same office expectations apply to all Symmetry roles, Gusto's subsidiary, whose physical office is in Scottsdale. Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas. When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required. This includes non-office days for hybrid employees.