About Gusto
At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve.
All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy.
AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.
About the Role and the Team
Gusto's GTM team drives revenue across Indirect and Direct Sales, Channel Partnerships, and Expansion Sales — and this role is the connective tissue that makes it all work. As a GTM I&O Lead, you'll own the operating infrastructure, planning rhythms, and cross-functional programs that keep GTM moving at speed.
This isn't a traditional ops role. You'll be embedded in the strategy — identifying where growth is won or lost, building the programs that unlock it, and designing the systems (including AI-augmented ones) that scale our capacity. You'll work directly with GTM leaders, Finance, Marketing, RevOps, and Product to translate ambition into execution.
You'll own a set of routes-to-market end to end, which means accountability for outcomes — not just coordination. This role blends strategic program management, operations, and business strategy.
You will join Gusto's Insights & Operations (I&O) team, and collaborate with a community of I&O peers across the business. I&O partners are trusted operators who bring urgency, clarity, and execution discipline to Gusto's most important initiatives—driving both strategy and execution, not one or the other.
Here’s what you’ll do day-to-day:
- Own the operating rhythm for your routes to market—roadmaps, OKRs/targets, planning, and business reviews (e.g., weekly forecast reviews, QBRs, steercos).
- Launch and manage cross-functional programs end to end, bringing urgency and clarity to initiatives that are ambiguous, at risk, or stalled.
- Lead fiscal-year planning —translating strategy into concrete goals, owners, and timelines.
- Own performance-lever workstreams: identify where growth is won or lost, structure the analysis, and drive cross-functional action.
- Pilot AI-augmented approaches to program management and ops, and design re-usable automation patterns and AI agents that scale capacity across I&O and other Gusto teams.
- Partner on Gusto-wide efforts and other high-impact cross-functional programs.
We are looking for a rising business leader with:
- 5+ years of experience in business operations, revenue/GTM operations, consulting, program management, or product management, ideally in high-growth technology companies.
- Craft depth in one or more go-to-market disciplines. We're looking for meaningful experience across some of the following: sales, marketing, partnerships, or pricing & packaging as a craft—and if not those, deep experience in revenue analytics or finance as a craft.
- Strong program management skills → end-to-end ownership of complex, cross-functional initiatives.
- Operational excellence → proven ability to run team rituals and operating mechanics, including roadmaps, metrics/OKRs, forecasting, and business reviews.
- Analytical rigor → comfortable working with data to surface insight, size opportunities, and inform senior decisions.
- Excellent communication and collaboration skills → builds strong cross-functional relationships across sales, marketing, partnerships, product, finance, and operations.
- Ownership mindset → proactive, comfortable flexing into ambiguous problems at any altitude.
- Change leadership → able to guide teams through change with clear communication.
- AI-Native Mindset → naturally seeks out ways to integrate AI into workflows to accelerate documentation, build smarter systems, and improve decisions.
- Alignment with Gusto's values → customer empathy, grit, and a passion for helping small businesses thrive.
Our cash compensation amount for this role is between $158,300 - $195,237/year in Denver and between $185,955 - $229,345/year for New York/San Francisco. Final offer amounts are determined by multiple factors including candidate location, 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.
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 at Gusto.
Gusto 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. Gusto considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you.
Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer.
Personal information collected and processed as part of your Gusto application will be subject to Gusto's Applicant Privacy Notice.
Skills Required
- 5+ years of experience in business operations, revenue or GTM operations, consulting, program management, or product management
- Meaningful experience in sales, marketing, partnerships, pricing and packaging, revenue analytics, or finance
- Experience in a high-growth technology company
- Strong program management skills and end-to-end ownership of complex cross-functional initiatives
- Operational excellence, including experience with roadmaps, metrics, OKRs, forecasting, and business reviews
- Analytical rigor and ability to use data to identify insights, size opportunities, and inform senior decisions
- Excellent communication and collaboration skills across sales, marketing, partnerships, product, finance, and operations
- Ownership mindset and comfort working through ambiguity
- Change leadership skills and ability to guide teams through change
- AI-native mindset and ability to integrate AI into workflows and systems
- Alignment with Gusto values, including customer empathy, grit, and supporting small businesses
What the Team is Saying
Gusto Compensation & Benefits Highlights
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Inclusive Benefits Coverage — Core medical, dental, and vision are described alongside family planning and fertility support, gender‑affirming care, and mental‑health resources. Feedback suggests the package is positioned to meet diverse needs rather than a one‑size‑fits‑all approach.
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Parental & Family Support — Paid parental leave, adoption assistance, a post‑parental return‑to‑work program, and family‑care supports are highlighted. These offerings indicate an emphasis on supporting growing families through multiple life stages.
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Leave & Time Off Breadth — Paid vacation, sick leave, bereavement, holidays, and sabbaticals are featured in company materials. Feedback suggests time‑away programs are a meaningful part of the overall package.
Gusto Insights
What We Do
Gusto is a modern, online small business platform that helps small businesses take care of their teams. On top of full-service payroll, Gusto offers health insurance, 401(k)s, expert HR, and team management tools. Today, Gusto offices in Denver, San Francisco, and New York serve more than 400,000 businesses. 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 at Gusto.
Why Work With Us
We help small businesses—the backbone of the economy—thrive. Everything we do ladders up to empowering entrepreneurs and supporting their teams. Gusto empowers builders at every level to take initiative and make things better. You'll be solving meaningful challenges that shape the future of work.
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Gusto Teams
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Hybrid Workspace
Employees engage in a combination of remote and on-site work.
We’ve built an inclusive, connected culture—no matter where you live. Whether near an office or remote, you’ll find opportunities to connect, grow, and belong. Employees work from the office on 2 designated days per week.
