Senior People Partner (GTM)

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. Learn more about our Total Rewards philosophy.

About the Role:

As Gusto continues to grow, we’re seeking a Senior People Partner to guide our dynamic Go-To-Market (GTM) organization, which includes Sales, Marketing, and Revenue Operations. In this high-impact role, you will act as a trusted, strategic advisor to GTM leaders, operating at the intersection of business strategy and people execution.

You will be responsible for designing and leading initiatives that elevate performance, scale leadership, and enhance the employee experience as our teams expand into new markets. The ideal candidate brings agility, business acumen, and the ability to flex seamlessly between strategic planning and hands-on execution to shape the people strategies that fuel one of Gusto’s most critical growth engines.

About the Team:

Gusto’s People Team is scaling alongside the business. As we grow and expand GTM globally, we’re focused on building values-driven, inclusive, and compliant practices that enable our teams to thrive. As a Senior People Partner, you’ll play a pivotal role in shaping how we scale Sales, Marketing, and RevOps to meet Gusto’s ambitious growth goals.

Here’s what you’ll do day-to-day:

• Be a Strategic Partner: Serve as a trusted advisor to GTM executives and senior leaders, providing grounded, practical guidance rooted in business context and empathy.
• Drive Org Design & Workforce Planning: Partner with GTM leaders to design scalable org structures, align headcount to pipeline goals, optimize territory coverage, and support efficient scaling of sales and marketing teams.
• Shape Talent & Performance: Build and sustain a performance culture — including sales productivity, quota attainment, enablement partnerships, and marketing effectiveness.
• Lead Change Management: Guide teams through org changes, market expansion, and new operating models with clarity, empathy, and compliance.
• Partner on Sales Comp & Incentives: Work closely with Compensation and Finance to align incentive plans, spiffs, and recognition programs with revenue goals while maintaining fairness and scalability.
• Champion Inclusion & Equity: Advocate for equitable practices across diverse, distributed GTM teams, ensuring representation, belonging, and trust.
• Use Data for Impact: Leverage people analytics alongside revenue and pipeline metrics to inform recommendations, measure business impact, and track progress.
• Coach & Influence: Support leaders in navigating ambiguity, scaling teams, and building management capability.

Here’s what we're looking for:

• Experience: 7–10 years of progressive HR/People Partner experience, with at least 3–5 years in strategic HRBP roles. Direct experience supporting Sales, Marketing, or RevOps in high-growth SaaS or tech environments strongly preferred.
• Business Partnership: Ability to align people strategy to business outcomes, including revenue growth, pipeline health, and quota attainment.
• Org Design & Change Leadership: Proven record of helping GTM organizations scale, restructure, or adapt to evolving market conditions.
• Sales & Compliance Fluency: Comfort with sales incentive design, quota planning, and navigating labor laws across distributed and hybrid GTM teams.
• Coaching & Influence: Track record of building trust with senior GTM leaders and influencing through candor, business insight, and empathy.
• Data-Driven Mindset: Skilled in using workforce analytics, sales productivity data, and pipeline metrics to inform decisions and measure success.
• Cross-Functional Collaboration: Ability to partner across Invite, Talent Development, Compensation, Benefits, DEIB, and ER to deliver cohesive, scalable solutions.
• Inclusive Leadership: Commitment to equity, representation, and belonging, embedded in both strategy and daily practices.
• Resilience & Integrity: Calm under pressure, ethical in approach, and oriented toward solving problems with impact.