Head of Revenue, Gusto
Embedded Payroll
$225-325k
OTE
Salary is partially dependant on applicant’s location
2+ days a week in office
Automated payroll, benefits & HR platform
Job no longer available
Automated payroll, benefits & HR platform
1001+ employees
Job no longer available
$225-325k
OTE
Salary is partially dependant on applicant’s location
2+ days a week in office
1001+ employees
Company mission
To create a world where work empowers a better life.
Role
Who you are
- 10-15+ years of experience; 7+ years in a client- or partner-facing role
- Hands-on experience at enterprise SaaS companies owning and growing a partner-oriented business with adoption-driven revenue goals
- Experience leading both pre-sales and partner management teams
- Proven track record of exceeding revenue targets
- Strong partnerships acumen: you understand the partner lifecycle and investments required to enable partner success
- Excited by the combination of working deeply with individual partners and building for scale (have worked at both startups and larger companies)
- Strong sense of ownership and resilience; exceptional communicator (both written and verbal)
What the job involves
- The Head of Revenue is a senior leadership role responsible for driving and maximizing revenue growth for Gusto Embedded
- This strategic position plays a critical role in the overall success of the organization, overseeing the Sales, Marketing, and Partner Growth teams to ensure they work collaboratively and effectively to achieve revenue and end customer growth targets
- You’ll be directly empowered by our GM of Gusto Embedded Payroll
- End to end revenue ownership: Set strategy & build the operating mechanism across pre and post-sales business teams (Marketing, Sales, Partner Growth) to align with the business goals and objectives
- Marketing Strategy: Build awareness and pipeline strategy for the Embedded category that drive demand, generate leads, and support sales efforts. Stay informed about market trends, competitive landscape, and customer needs to identify new revenue opportunities and potential risks
- Sales Leadership: Lead and empower the Embedded enterprise SaaS sales team, providing strategic direction, setting targets, and monitoring performance to meet or exceed sales quotas
- Growth & Adoption: Drive success for our partners and their end customers through adoption and utilization of Gusto’s embedded products. Help our partners learn to sell and market Gusto-powered solutions
- Partner Management: Foster strong relationships with key partners to enhance revenue growth and customer satisfaction
- Cross-Functional Collaboration: Work internally with Gusto stakeholders to unlock growth needs across cross-functional teams. Create and expand a successful feedback loop between our partners, their end users, and Gusto’s internal product, marketing, engineering, and operations teams
- Pricing and Revenue Management: Implement effective pricing strategies, revenue optimization techniques, and data-driven decision-making to maximize revenue
Otta's take
Xav Kearney
CTO of Otta
For many small businesses, vital administrative tasks such as payroll, taxes, and benefits are manual tasks that take time and energy which many SMB owners don’t have. The three co-founders of Gusto – all coming from small business backgrounds – collaborated on a Fintech company that would handle employee payments, benefits administration, and compliance support specifically for small businesses.
The company may have started slowly, as the founders focused on nailing each individual aspect of Gusto’s operations, but has now skyrocketed to unicorn status with more than 200,000 customers and a multi-billion dollar valuation. In 2021, Gusto began acquiring other companies to strengthen its offering and its position in a competitive market, including two other fintech startups, Ardius and Symmetry.
Through its continued acquisitions and fundraising efforts, the company has carved out a strong position for itself in the space. Although Gusto has found itself impacted by the macroeconomic situation, through the significant effect it has had on its clientele, the company still appears positive for the future after raising funds in 2023 that will see it reach key profitability benchmarks. It continues to consolidate its platform, for example by integrating with OpenComp to grant its users access to the company's Compensation Intelligence Platform.
Insights
Company
Funding (last 2 of 8 rounds)
May 2022
$55m
SERIES E
Aug 2021
$175m
SERIES E
Total funding: $706.1m
Company benefits
- Comprehensive medical, dental, and vision benefits, plus a variety of mental health resources
- Flexible vacation - Gusties are encouraged to take the time off they need to continue doing great work
- Fertility treatments, parental leave, pregnancy termination, caregiving, gender-affirming surgery, hormone treatments, transgender-inclusive services, and more
- If you work at one of our homebases, enjoy food, drinks, and good conversation — on us
- Celebrate 5 or 10 years at Gusto and take a month off to recharge
- Take advantage of internet, phone, commuter, and wellness stipends each month, along with a WFH stipend and cash for anniversaries
Company values
- Embody a service mindset - Never stop advocating for the needs of others
- Dream big, then make it real - Be ambitious. Show and do, rather than tell and talk
- Be proud of the how - Ensure deep integrity in everything you do
- Embrace an ownership mentality - Take initiative to leave things better than you found them
- Debate then commit - Share openly, question respectfully, and once a decision is made, commit fully
Company HQ
Central Waterfront, San Francisco, CA
Founders
Joshua Reeves
(CEO)Studied Electrical Engineering at Stanford and went onto co-found Gusto in 2011.
Tomer London
(CPO)Has a PhD in Electrical Engineering from Stanford. Was a Researcher at Intel, and then interned at Bump Technologies. Co-founded Vizmo, a mobile self-service technologies company, in 2008. Co-founded Gusto in 2011.
Edward Kim
(Head of Engineering)Studied Electrical Engineering at Stanford. Was Senior Project Engineer at Volkswagen of America Electronics Research Lab and then co-founded Picwing, a printed photos company, in 2008. Co-founded Gusto in 2011.
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