Head of Accountant Partner Program

Join Gusto as the Head of Accountant Partner Program, a key leadership role in the rapidly evolving accounting industry. You will be responsible for the strategic direction, operational architecture, and multi-year investment thesis for Gusto's Accountant Partner Program. This role involves managing a team, collaborating with various departments, and representing Gusto in the accountant partner community. You will have a significant impact on the company's growth and success in the accounting industry.

• Définir la stratégie et la thèse d'investissement pluriannuelle du programme de partenariat avec les comptables de Gusto, en déterminant où placer les paris et comment allouer le capital.
• Représenter Gusto en tant que porte-parole externe dans le domaine des partenariats avec les comptables, en façonnant le point de vue public de Gusto sur l'avenir des partenariats avec les cabinets comptables.
• Diriger la recherche de marché et l'intelligence concurrentielle, en maintenant une vue continue de l'évolution des concurrents et de l'industrie, et en traduisant cela en recommandations stratégiques.
• Proven experience as a principal architect of partner program infrastructure — you've designed and owned rev-share structures, tiered benefits, partner incentives, program governance, and multi-year investment theses. You've set the strategy, not just executed within it
• Executive-level financial acumen — you've owned program P&Ls, built multi-year investment models, and presented capital allocation recommendations to senior leadership with full accountability for outcomes
• AI fluency and strategic foresight — you understand how AI is reshaping the accounting industry and partner ecosystems, actively use AI tools in your own work, and can credibly set Gusto's POV on where this goes
• 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 — ideally with meaningful exposure to the accounting or professional services industry
• Enablement fluency — you have a working command of what great partner enablement looks like for partners: onboarding design, CPE programming, certification tracks, and activation at scale. You don't need to be the practitioner, but you need to be a credible leader of practitioners
• External partnership depth — you've negotiated complex vendor and platform contracts, managed high-stakes third-party relationships, and operationalized partnerships from concept through scale
• Operational rigor — you've consolidated fragmented program operations across complex organizations and built the systems and processes that let programs run at scale without breaking
• People management experience — you've managed and developed ICs in partner enablement, channel, or GTM functions. You know how to set direction, clear blockers, and grow people while staying close to the work yourself
• Cross-functional leadership at senior levels — you've shaped strategy with exec stakeholders, driven outcomes across product, sales, finance, and operations, and built formal networks with key decision makers inside and outside the company
• Recognized external expert and thought leader in the accountant channel or partner program space — you've represented companies publicly, shaped industry POV, and built credibility with partners, vendors, and industry bodies as a peer-level voice