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

Job Description

Gusto is seeking a Head of Indirect Go-To-Market (Accountants) for Gusto Pro. This role involves leading the strategy to grow the business through accounting partnerships. The Head of Indirect GTM will develop the accountant channel as a customer acquisition engine, leveraging accountants' networks and their trusted advisor status with SMBs. They will build infrastructure, devise strategies, and foster cross-functional alignment to achieve scalable growth. This role is pivotal in integrating the accountant channel strategy within Gusto's broader GTM framework to accelerate market share and enhance Gusto Pro's brand reputation.Responsibilities:

• Develop and execute a comprehensive indirect GTM strategy for Gusto Pro via accounting professionals.
• Design and optimize partner programs, including tiers, incentives, and resources.
• Spearhead strategies for identifying, recruiting, onboarding, and activating high-potential accountant partners.
• Establish KPIs and reporting mechanisms to monitor and drive accountant channel performance.
• Champion the indirect GTM vision internally, leading through influence across various departments.

Requirements:

• Extensive experience in B2B SaaS indirect sales and channel development.
• Demonstrable experience within or directly targeting the accounting industry is highly preferred.
• Proven ability to build strong relationships and drive alignment with senior stakeholders.
• Consistent track record of achieving ambitious targets in a fast-paced environment.
• Strong understanding of SaaS metrics, channel economics, and ROI optimization.

Gusto offers:

• Opportunity to lead strategic growth and impact Gusto Pro's success.
• Chance to build a customer acquisition engine through the accountant channel.
• Collaboration with leadership across various departments.
• Autonomous and high-impact role with a direct line to impacting Gusto's trajectory.