About the position
We’re looking for a customer-obsessed, impact-driving Product Marketing Lead to own the growth of Gusto’s offerings for SMBs with contractors and global workforces. This role is a full-stack, senior IC position—responsible for everything from insights and strategy to messaging and go-to-market execution across teams. You will lead the go-to-market strategy for three products under Gusto’s Global and Contractors org. Using your deep expertise on research, roadmap influence, customer segmentation, positioning, data analysis, and go-to-market planning and execution, you’ll define how we bring our global and contractor solutions to life for small businesses. You’ll identify opportunities for driving growth in product, through marketing channels, and through Sales. You’ll collaborate with product, design, channel marketing teams, lifecycle marketing, sales and analytics teams to drive awareness, adoption and engagement of these offerings, and you’ll be accountable for delivering business impact.
Responsibilities
- Understand the market and customers: Identify unmet/underserved customer needs and develop ideal customer profile and segmentation for each product in your portfolio.
- Evaluate market trends, competitive landscape, and customer feedback to support product roadmap development and identify GTM path to commercial success.
- Create Positioning and Messaging: Articulate who we serve, how we are differentiated and deliver value, and develop positioning and messaging for target audiences that drives action.
- Create compelling value propositions and materials for go-to-market teams.
- Deliver Go-to-Market Strategy and Business Impact: Use insights on how to reach target customers across their buying journey to design go-to-market strategies that hit metrics that matter, including leads, attach, and revenue targets.
- Work closely with Revenue teams (Sales, Marketing, Revenue Operations) to plan and execute GTM campaigns, and ensure market penetration and growth.
- Serve as the connective tissue between GTM, multiple Product teams, and other cross-functional teams to drive strategy, goal setting, execution, and business performance measurements.
- Track to ensure we are delivering against commitments on a monthly, quarterly, and annual basis.
- Define key performance indicators (KPIs) and metrics to track the success of cross sell that ladders up to overall business and marketing objectives.
- Report on performance and iterate on GTM strategies as needed to optimize results.
Requirements
- 8+ years of experience in marketing, growth, or product management and 3+ in product marketing.
- Experience owning product areas and driving go-to-market and revenue success.
- Deep experience partnering with sales teams; experience co-selling with partners is a plus.
- A wildly curious, strategic and quantitative person who uses data and insights to identify and solve problems.
- Experience driving customer insights gathering, via market and competitive research and partnering with Product and UXR on customer research.
- Ability to independently leverage analytics tools (e.g., SQL, Amplitude, growth tools) to investigate customer behavior and uncover growth opportunities.
- Ability to design, execute, and analyze experiments to drive product adoption, engagement, and conversion.
- Translate data insights into clear recommendations for growth strategies, campaign optimization, and product positioning.
- Own end-to-end measurement of marketing and growth initiatives, ensuring data-driven decision making at every stage.
- A storyteller, able to craft compelling positioning with a customer first mindset.
- An influencer that can work well with various functional groups and levels in the organization.
- Excellent written and verbal communication skills — knows how to tailor a message and compel any audience.
Benefits
- Annual cash compensation range of $155,000 to $176,000 in Denver and most other remote locations.
- Annual cash compensation range of $180,000 to $210,000 in San Francisco and New York City.
- Flexible work location with office expectations of 2-3 days per week in designated locations.
