Description
We're on a mission to grow the small business economy. At Gusto, we handle the hard stuff , payroll, health insurance, 401(k)s, and HR , so owners can focus on their craft and their customers. Our Product Pricing & Monetization team sits at the intersection of product and commercial strategy, responsible for holistic pricing and packaging across Gusto's full product suite.
We're looking for a Senior Pricing and Monetization Manager to focus across our platform portfolio including Gusto Payroll, Gusto Time management and HR, and our suite of embedded financial services for employers and employees. You'll collaborate closely with product, sales, marketing, data, engineering, and finance, with work that is visible to Gusto leadership.
As a Senior Pricing and Monetization Manager, you will:
- Work in partnership across Product, Finance, Marketing, and Go-to-Market to review and recommend monetization and pricing strategies for new product launches and our existing portfolio.
- Be a world-class operator, owning and delivering on cross-functional projects and commercial go-to-market initiatives. In an AI-native environment, strategy, ownership, and execution goes broad. You will be asked to learn, adapt and grow your range of expertise.
- Help shift from a commercial strategy and operations function, to an AI-powered builder program. You’ll ship MVPs, Proof of Concepts, and pilots right into market.
- Decide, Build, and Monitor the key Pricing and Monetization KPIs across our product and go-to-market portfolio.
- Be the pricing and monetization expert and go-to-partner for Monetization and Commercial strategy.
- Work closely with key stakeholders such as: Product, Product Marketing, Sales, Data Science, and Finance. Products will have direct executive line-of-sight and direct impact to our product and business.
We're looking for someone with a background in fintech, business banking, retirement, E-commerce, payroll, or HR back office SaaS. You should also have experience with B2B / B2C Saas in Payroll, HR, Fintech, ECommerce or related field. Additionally, you should be an AI-native operator who can go from strategy to execution quickly, building Agents instead of processes. You’ll be an expert in Claude.ai, Claude Code, and Cursor.
The ideal candidate will have a strong analytical mindset with strong attention to detail and creative problem-solving ability. Able to use AI tools to conduct end-to-end technical data analysis. You should also have exceptional cross-functional stakeholder management and relationship-building skills. Your success will be defined by your ability to move a broad set of stakeholders towards a common goal.
You should be a clear, concise communicator, able to distill complex ideas for any audience. You should thrive in fast-moving environments; able to pivot quickly and manage competing priorities. You should be curious, growth-oriented, and genuinely passionate about pricing.
Nice to have:
- Experience developing and delivering pricing and go-to-market recommendations in product, marketing, finance, or consulting.
- Experience with technical pricing research, like conjoint or max diff analysis, or other quantitative research techniques.
- Expertise in technical data analysis skills, like SQL, Python or R. Expect underlying foundation coupled with ability to use AI to execute.
- Familiarity with the latest AI tools to help with coding or data analytics tools such as Claude, Cursor, Gumloop