Head of Indirect Go-To-Market (Accountants) - Gusto Pro

About Gusto & Gusto Pro

At Gusto, our mission is to create a world where work empowers a better life. We’re building the first modern, all-in-one people platform, bringing together Payroll, Benefits, HR, and Employee Onboarding under one roof. We provide a full-service solution including software, expert support, and a variety of business services designed around our customers. Today, Gusto serves more than 400,000 businesses nationwide from our offices in Denver, San Francisco, New York, and with a distributed workforce.

Gusto Pro is our game-changing, cloud-based platform built specifically for accounting firms. It empowers firms to streamline payroll, people operations, and advisory services for their clients, all within a single, integrated platform. With powerful features like client dashboards, automated workflows, and robust reporting, Gusto Pro enables firms to elevate their client service and skyrocket their practice growth.

The Gusto Pro GTM team is a dynamic and high-performing group focused on building lasting partnerships with leading accounting firms. We foster a collaborative environment where strategic thinking, innovation, and a results-driven approach are highly valued.

About the Role

The Head of Indirect GTM (Accountants) for Gusto Pro will lead the strategy to significantly grow our business through accounting partnerships. This senior leader is responsible for architecting and spearheading the significant expansion and impact of this channel, ensuring its contribution to Gusto Pro's overarching success is both substantial and sustainable.

This role involves further developing the accountant channel as a powerful customer acquisition engine by leveraging accountants' networks and their trusted advisor status with SMBs. You will build the necessary infrastructure, devise sophisticated strategies, and foster robust cross-functional alignment (with Indirect Sales, Marketing, Gusto Pro Product, RevOps, Finance, and more) to achieve scalable growth. Your work will be pivotal in integrating the accountant channel strategy within Gusto's broader GTM framework to accelerate market share, efficiently acquire customers at scale, and enhance Gusto Pro's brand reputation. This senior leadership role demands an individual who can devise innovative strategies and inspire their successful implementation across a complex ecosystem.

Here’s what you’ll do day-to-day:

• Strategic GTM Leadership for the Accountant Channel:
• 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.
• Partner Program Architecture & Evolution:
• 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.
• Ecosystem Development & Partner Lifecycle Management:
• 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.
• Performance Management & Channel Optimization:
• 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.
• Cross-Functional Orchestration & Leadership:
• 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.

Here’s what we’re looking for:

• Key Strengths & Mindset:
• 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.
• Specific Competencies:
• 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).
• Experience:
• 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.
• Leadership Qualities & Values Alignment:
• 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.

Why Gusto?

• 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.