Head of Partner Growth, Embedded Payroll

About This RoleAI processing…

Key Responsibilities

• 1
  Build, lead, and develop a high-performing team of Partner Success Managers and Partner Enablement
• 2
  Set the operational rhythm for the partner growth function — including planning cadences, escalation workflows, and performance management
• 3
  Coach team members on partner strategy, executive communication, and cross-functional navigation
• 4
  Drive Enablement with the ideation, creation, and execution of enablement frameworks and materials.
• 5
  Drive AI fluency across the team — embedding AI tools and workflows into day-to-day partner operations, GTM planning, and internal knowledge management to accelerate output and decision quality
• 6
  Own the partner growth strategy across the GEP portfolio, including partner segmentation, prioritization, and resource allocation
• 7
  Develop and maintain per-partner operating plans with clear success metrics, in collaboration with Product, Engineering, Marketing, and Sales Enablement
• 8
  Build repeatable GTM playbooks — covering co-marketing motions, sales enablement, content roadmaps, and launch sequencing — tailored to each partner's distribution model and ICP
• 9
  Translate portfolio-level data (revenue, attach rates, funnel performance) into strategic narratives for leadership
• 10
  Create and expand the feedback loop between partners, their end users, and Gusto's internal product, marketing, engineering, and operations teams
• 11
  Design frameworks, templates, and processes that enable the team to manage a growing partner portfolio without linear headcount growth
• 12
  Identify and implement AI-powered workflows and tools that improve team efficiency, partner reporting, and knowledge management

Requirements

• 12-15 years of experience , with 8+ years in a people management role and 7+ years in partner-facing or channel-facing roles
• Partner-side perspective : Has operated on the partner or channel side of the table — understands how partners evaluate, prioritize, and activate embedded or referral relationships
• Farmer mentality : Wired to grow and deepen existing partner relationships through trust-building, strategic account planning, and proactive expansion — not just hunting new deals
• Methodical operator : Builds repeatable playbooks, escalation frameworks, and operational rhythms rather than relying on one-off heroics. Strong systems thinker
• GTM playbook experience : Hands-on experience building go-to-market plans from scratch — including co-marketing, keyword strategies, content roadmaps, and launch sequencing
• Full-funnel fluency : Understands the complete marketing and sales journey from demand gen through conversion, activation, and retention. Can diagnose where a partner motion is leaking value and prescribe the right intervention
• AI fluency : Actively uses AI tools (e.g., LLMs, automation platforms) to accelerate workflows, improve decision quality, and build team capability. Comfortable leading an AI adoption agenda within a team
• Executive communicator : Strong ghostwriter and strategic communicator who can represent the partnership function credibly with C-suite stakeholders — both internally and at partner organizations
• Strong sense of ownership and resilience : Thrives in ambiguity, takes initiative, and drives outcomes without waiting for permission
• Exceptional written and verbal communication : Can shift register fluently between partner-facing emails, internal Slack, leadership documents, and board-level narratives
• Experience with embedded or platform business models (APIs, developer tools, B2B2B)
• Knowledge of payroll, HR tech, or fintech software ecosystems
• Experience managing partner P&Ls, cost-to-manage models, or portfolio-level financial analysis
• "Gets" the building-mode opportunity — has scaled a partner function from early stage, not just inherited a mature program

Perks & Benefits