Head of GTM Process & Tooling

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.

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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 Rev Ops, Sales, Marketing, Business System Analysts, and Growth teams.

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 Rev Ops 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.

• 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, Rev Ops, Biz Tech 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.

• 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 Rev Ops.
• 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…