GTM Insights & Operations

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About the role

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

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