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Salary: USD 221,275 - 298,721 / annual
Gusto is seeking an experienced operations and strategy leader to build a world-class Growth organization. This role is embedded within Gusto's Insights & Operations (I&O) team—the internal Strategy/BizOps function—and will partner closely with the Head of Growth and CRO-side GTM leadership.
This is an IC-first role designed to start by going deep on the highest-leverage problems in Growth, building a data-grounded point of view, and driving outcomes. As trust and scope expand, the role is expected to evolve into owning the operating bridge between Growth and the broader go-to-market organization, and potentially building and leading a small team.
Gusto's Growth organization is on an ambitious trajectory, scaling toward a more self-serve-led motion. The opportunity involves building intentional connections between Growth, Product, and go-to-market teams (sales, demand gen, expansion sales, pricing) through a shared, prioritized roadmap with clear visibility into dependencies.
Day-to-day responsibilities include:
- Identifying and sizing the highest-leverage opportunities for Growth, moving from fuzzy problems to clear-eyed analysis and actionable recommendations
- Anchoring on problems rather than headcount: diagnosing what's slowing Growth down and defining solutions before proposing resources
- Building the operating rhythm for Growth and driving execution: planning cycles, prioritization, and shared roadmaps that make trade-offs and dependencies visible across Growth R&D, Product R&D, and GTM
- Bringing analytical rigor to Growth investments through attribution, LTV modeling, and testing/experimentation discipline
- Closing the gap between Growth R&D and go-to-market by building mechanisms (shared roadmap, dependency tracking, decision forums) that unite both organizations
- Designing an operating system leveraging technology and automation, handing off ownership once systems are running
- Serving as a trusted advisor to Growth leadership: pressure-testing strategy, surfacing risks and blind spots, and offering opinionated perspectives
- Using AI as a default tool to build reusable, AI-powered workflows for planning, synthesis, and reporting
- Identifying when teams are optimizing for the wrong outcomes and pushing toward fundamentally different approaches
- Raising the bar for how I&O operates across the organization
Requirements:
- 15+ years in operations, business operations, or strategy & ops at a high-growth technology company, including experience building a growth function from an earlier, less mature stage
- Direct experience with growth decision-making discipline: attribution and LTV modeling, testing and experimentation, and translating marketing/growth spend into demonstrable business impact
- Track record working at the intersection of growth and go-to-market (or product and sales), connecting teams with different incentives around shared goals
- Strong point of view on how operations should scale: knowing when a problem needs a dedicated system vs. reprioritization, and resisting default headcount growth
- Comfort starting as an individual contributor while demonstrating ability to build and lead teams when appropriate
- Exceptional organizational skills managing multiple senior stakeholders and competing priorities in fast-moving environments
- Excellent written and verbal communication, able to tailor for executive audiences and drive alignment on hard trade-offs
- Financial acumen: comfortable managing financial tracking and reporting across complex organizations
- Low ego and bias toward collaboration, working well across teams with shared outcomes but lacking existing bridges
- Deep empathy and enthusiasm for small business customers, excitement about joining a company in its building phase
- Comfort with ambiguity and ability to build maps rather than wait for direction
- Willingness to share opinionated perspectives and say harder, more useful things
- Energy for change and building new things, even when it means undoing prior work
- Default to using AI to move faster and think bigger
