Head of GTM Process & Tooling

Gusto

🔍 Observed

$201K - $252K USD

Denver, CO;San Francisco, CA;New York, NY First seen 3 weeks ago Last seen 2 hours, 52 minutes ago Greenhouse

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Job Description

AI Summary

• Design and own the go-to-market process strategy, architecture, and execution across CRM, sales, marketing, partnerships, and revenue operations systems to support Gusto's high-growth motion • Lead a team of business analysts and serve as the primary architect for GTM system design, integrations, automation, and data models that translate business strategy into scalable solutions • Partner with Sales, Marketing, Partnerships, RevOps, and Growth teams to implement AI-enabled tools that improve productivity, enable self-service capabilities, and reduce operational burden • Establish and maintain standards for data quality, system reliability, controls, and governance across all GTM business systems and technology stack • Senior leadership role reporting to the Head of Revenue Operations, requiring deep GTM domain expertise, strong systems thinking, and experience managing high-performance teams

About Gusto

At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff—like payroll, health insurance, 401(k)s, and HR—so owners can focus on their craft and customers. With teams in Denver, San Francisco, and New York, we’re proud to support more than 400,000 small businesses across the country, and we’re building a workplace that represents and celebrates the customers we serve. Learn more about our Total Rewards philosophy.

About the Role:

As the Head of GTM Process & Tooling, you will own the design, architecture, and execution (including administration and configuration) of the GTM processes that power Gusto’s go-to-market engine. This role is responsible for ensuring our Sales, Marketing, Partnerships, and Revenue Operations teams are supported by scalable, reliable, and increasingly AI-enabled systems.

This is a senior leadership role. You will act as the primary architect and driver for GTM Process, translating business strategy into process design, automation, and tooling decisions. Success requires deep GTM domain expertise, strong systems thinking, and the ability to execute in close partnership with RevOps, Sales, Marketing, Business System Analysts, and Growth teams.

About the Team:

We are seeking a senior leader to empower our go-to-market (GTM) business analysts team, and define the strategic roadmap for our GTM technology stack. This is a very critical and visible leadership role for an experienced and visionary professional who can combine a deep understanding of business processes and best practices, with a mastery of technology to drive operational excellence and accelerate company growth.

You will be responsible for overseeing the strategy, roadmap, development, ownership, and maintenance of all business systems supporting our Sales, Marketing, Partnerships, and RevOps business functions. This role demands a leader who can manage a team of talented business analysts and serve as a strategic technology partner to executive leadership.

The GTM Process & Tooling team sits within Revenue Operations and reports into the Head of Revenue Operations.

Here’s what you’ll do day-to-day:

Build and own the GTM Process strategy and roadmap, aligned to business needs, that will support a high growth and high velocity GTM motion.
Own the GTM Process architecture across CRM and adjacent tools to support sales, marketing automation, partner systems, compensation, forecasting, and GTM data flows.
Serve as the primary architect and decision-maker for GTM system design, integrations, automation, and data models.
Partner closely with Sales, Marketing, Partnerships, RevOps, BizTech to translate GTM requirements into scalable system solutions.
Build and drive adoption of AI solutions to improve organizational productivity, enable self-service, and reduce operational burden across GTM teams.
Establish standards for data quality, system reliability, controls, and governance.
Lead and develop a team of high performing GTM business analysts and setting clear priorities and accountability.

Here’s what we're looking for:

8–12 years of experience in GTM Process, Revenue Operations, Business Systems, or related roles within a SaaS or technology company.
Deep hands-on experience supporting complex GTM motions, including Sales, Marketing, Partnerships, and RevOps.
Proven ability to design and scale GTM Process architectures, with strong experience in Salesforce and adjacent platforms.
Demonstrated experience applying AI and automation to GTM workflows (e.g., forecasting support, self-service tooling, data quality, decision support).
Strong systems-thinking and architectural mindset, with the ability to reason end-to-end across tools, data, and processes.
Excellent cross-functional leadership and stakeholder management skills, with comfort influencing senior leaders.
Bachelor’s degree required; advanced degree a plus.

Our annual base salary compensation range for this role is $201,200 - $251,500 in San Francisco & New York, and $171,200 - $214,000 in Denver and $195,600 - $244,500 CAD in Toronto, Canada. This role is also eligible for an annual variable cash bonus (up to 20%). Final offer amounts are determined by multiple factors, including candidate experience and expertise, and may vary from the amounts listed above. Final offer amounts are determined by multiple factors, including candidate 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.

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Job Information

Company:
Gusto
Location:
Denver, CO;San Francisco, CA;New York, NY
Experience Level:
Executive
Source:
Greenhouse
Status:
Active

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65 /100

Likely Active (65)

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