GTM Insights & Operations

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.