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.

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.