Gusto is hiring a

Head of Business Development

San Francisco, United States

Gusto is on a mission to provide delightful, modern payroll, benefits, and HR to businesses everywhere. We’re proud to have built a product that our customers love. Now we’re looking for a rock star Head of Business Development to join our team. 

As the Head of Business Development, you will be responsible for identifying and building strategic partnerships that will accelerate Gusto’s growth and have the opportunity to work with a broad set of companies from global financial services institutions to incubators to large retailers.

You will build and mentor a team responsible for all aspects of partnerships including identifying and prioritizing opportunities, building relationships within target organizations, contracting, product integration and ongoing co-marketing initiatives.

Here’s what you would be doing day-to-day:

  • Lead, mentor, and empower the business development team.
  • Develop a deep understanding of the software and services small businesses use in their lifecycle and the ecosystem of vendors that provide these services.
  • Prioritize the industry verticals that Gusto should focus on and the right partners within each vertical.
  • Build strong relationships with decision makers and influencers at target partners to uncover mutually beneficial opportunities and form lasting partnerships.
  • Work closely with product, legal, engineering and finance to identify, structure, negotiate and formalize partnerships that strike the right balance between growth and ROI.
  • Drive accountability for execution of partnerships to ensure we hit revenue targets and continually grow the program.
  • Be a public ambassador for Gusto in the SMB community -- represent our brand, values and mission.

Here’s what we’re looking for:

  • 10+ years of experience in business development with a proven track record of identifying, closing and launching strategic partnerships and reseller channels for startups and growth companies.  
  • Strong executive presence and track record of building executive relationships.
  • Natural aptitude for selling in an authentic way and negotiating deals.
  • Ability to build compelling business cases by evaluating opportunities from multiple perspectives including financial return, strategic fit and brand impact.  
  • Comfort with ambiguity. Can get stuff done and prioritize your time properly with little supervision.
  • Comfort & familiarity with product and technical discussions.
  • Analytical, first principles thinker.
  • Experience building and empowering a high achieving team.



Gusto offers payroll, benefits, and workers’ compensation to small businesses across the United States, from bike shops in Virginia to tech startups in San Francisco. Our investors include top venture capital firms like Google Capital and Kleiner Perkins Caufield & Byers, plus the founders of Instagram, Stripe, and more. To learn more about our values, benefits, and life at Gusto, visit