Head of Accountant Partner Program
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Key skills for this role
About the Role
Gusto seeks a senior leader to own the strategic direction and operational architecture of its Accountant Partner Program. You will set the multi-year investment thesis, lead enablement teams, and serve as Gusto's external voice in the accountant partnership space.
Key Skills for This Role
Responsibilities
- Set the Accountant Partner Program strategy and multi year investment thesis.
- Serve as one of Gusto’s external voices in the accountant partnership space, representing the company at industry events.
- Lead market research and competitive intelligence to shape program design and capital allocation.
- Collaborate with Partner Marketing on program brand and external positioning.
- Build and own external partner relationships for program benefits, sourcing and negotiating vendor partnerships.
- Own the end to end operationalization of the program internally, consolidating fragmented components into a cohesive operating model.
- Own program financial management and ROI, presenting return story to executive leadership.
- Lead and develop two enablement ICs, setting overarching enablement strategy.
- Identify and drive resolution of gaps across adjacent program areas.
- Collaborate with Partner Operations on the partner program tech stack.
Requirements
- 15+ years of experience in partner programs, channel strategy, customer/partner support, or business development with a demonstrated track record of building category defining programs at scale.
- Proven experience as a principal architect of partner program infrastructure (rev share structures, tiered benefits, partner incentives, program governance).
- People management experience managing ICs in partner enablement, channel, or GTM functions.
- Enablement fluency with working command of partner onboarding, CPE programming, certification tracks.
- Recognized external expert and thought leader in the accountant channel or partner program space.
- External partnership depth with experience negotiating complex vendor and platform contracts.
- Operational rigor with experience consolidating fragmented program operations.
- Executive level financial acumen with experience owning program P&Ls and building multi year investment models.
- AI fluency and strategic foresight regarding AI reshaping the accounting industry.
Full Job Posting
About the Role
- The accounting industry is at an inflection point. Gusto's Accountant Partner Program is one of the most strategically important levers.
- As Head of Accountant Partner Program, you will own the strategic direction, operational architecture, and multi year investment thesis.
- You will directly manage two enablement ICs and report to the Head of Indirect GTM.
Here’s What You’ll Do Day to day
- Set the Accountant Partner Program strategy and multi year investment thesis.
- Serve as one of Gusto’s external voice in the accountant partnership space.
- Lead market research and competitive intelligence.
- Collaborate with Partner Marketing on program brand and external positioning.
- Build and own external partner relationships for program benefits.
- Own the end to end operationalization of the program internally.
- Own program financial management and ROI.
- Lead and develop two enablement ICs.
- Identify and drive resolution of gaps across adjacent program areas.
- Collaborate with Partner Operations on the partner program tech stack.
Here’s What We're Looking For
- 15+ years of experience in partner programs, channel strategy, customer/partner support, or business development.
- Proven experience as a principal architect of partner program infrastructure.
- People management experience.
- Enablement fluency.
- Recognized external expert and thought leader in the accountant channel or partner program space.
- External partnership depth.
- Operational rigor.
- Executive level financial acumen.
- AI fluency and strategic foresight.
- Cross functional leadership at senior levels.
Compensation
- Target on target range for this role is CAD 200,000/yr to CAD 250,000 USD/yr in Denver & most remote locations, and CAD 250,000/yr to CAD 300,000 USD/yr for San Francisco & New York, and CAD 250,000 CAD 280,000 CAD for Toronto.
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