Job Description

Denver, CO; San Francisco, CA; New York, NY

About Gusto

Gusto is a modern, online people platform that helps small businesses take care of their teams. On top of full-service payroll, Gusto offers health insurance, 401(k)s, expert HR, and team management tools. Today, Gusto offices in Denver, San Francisco, and New York serve more than 400,000 businesses nationwide.

Our mission is to create a world where work empowers a better life, and it starts right here at Gusto. That’s why we’re committed to building a collaborative and inclusive workplace, both physically and virtually.

Job Summary
As the Head of Pricing and Packaging at Gusto, you will be responsible for defining and executing pricing strategies, packaging solutions, and offer/discounting approaches that drive business growth and maximize customer value and revenue. Reporting directly to the Head of Product Marketing, you will lead a cross-functional team to shape Gusto’s pricing strategy, develop innovative pricing models, optimize packaging offerings, and drive revenue optimization initiatives.

Key Responsibilities :

• Shape Gusto’s pricing & discounting strategies to align with Gusto's business objectives and drive revenue growth across our product portfolio.
• Lead the development of innovative SaaS pricing models, including tiered, a la carte, and value-based pricing structures, to optimize monetization and maximize customer value.
• Define the pricing roadmap and collaborate with Product Management, Sales, Marketing, and Finance teams to implement pricing programs and experiments that meet the needs of target customer segments and drive adoption.
• Lead market research and competitive analysis efforts to understand market trends, customer needs, and pricing benchmarks, leveraging insights to inform pricing, packaging, and offer decisions.
• Monitor pricing performance metrics and key financial indicators to assess the effectiveness of pricing strategies and identify opportunities for optimization.
• Drive cross-functional alignment and collaboration by serving as a key liaison between Pricing, Product, Sales, Marketing, and other stakeholders, fostering a culture of teamwork and shared accountability.
• Lead and mentor a team of pricing professionals, providing guidance, support, and opportunities for growth and development.
• Work directly with our product management and engineering teams to deploy pricing changes, and customer support and marketing communications teams to inform existing customers of these changes.

Experience :

• 15+ years of experience in GTM strategy, pricing, packaging, and/or monetization related roles.
• Preferred experience in B2B SaaS and/or experience working with SMBs.
• Strong understanding of pricing principles and best practices, with experience developing and implementing pricing strategies for complex product portfolios.
• Growth and experimentation mindset, with strong bias to action and experience driving testing roadmaps.
• Demonstrated leadership experience, with the ability to inspire and motivate teams to achieve ambitious goals and drive business results.
• Excellent analytical skills, with the ability to leverage data and insights to inform pricing decisions and measure performance.
• Strategic thinker with strong problem-solving abilities, able to identify opportunities and drive initiatives that improve revenue growth and customer satisfaction.
• Collaborative and cross-functional mindset, with the ability to build strong relationships and influence stakeholders at all levels of the organization.
• Bachelor's degree in Business, Marketing, Finance, Economics, or a related field; MBA or advanced degree preferred.

Location and Travel
Gusto has physical office spaces in Denver, San Francisco, and New York City. All Gusto roles posted in these metro areas come with the expectation of working from the office on designated days approximately 2-3 days per week (or more depending on role and business travel expectations). 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.

Compensation
Our compensation range for this role is $170,000 to $215,000 in Denver and most other remote locations, and $200,000 to $250,000 in San Francisco and New York City. Final offer amounts are determined by multiple factors, including candidate experience and expertise, and may vary from the amounts listed above.

Our customers come from all walks of life and so do we. We hire great people from a wide variety of backgrounds, not just because it's the right thing to do, but because it makes our company stronger. If you share our values and our enthusiasm for small businesses, you will find a home at Gusto.

Gusto is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic.

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