Head of GTM Process & Tooling

About the Role:

As the Head of GTM Process & Tooling, you will own the design, architecture, and execution (including administration and configuration) of the GTM processes that power Gusto’s go-to-market engine. This role is responsible for ensuring our Sales, Marketing, Partnerships, and Revenue Operations teams are supported by scalable, reliable, and increasingly AI-enabled systems.

This is a senior leadership role. You will act as the primary architect and driver for GTM Process, translating business strategy into process design, automation, and tooling decisions. Success requires deep GTM domain expertise, strong systems thinking, and the ability to execute in close partnership with RevOps, Sales, Marketing, Business System Analysts, and Growth teams.

About the Team:

We are seeking a  leader to empower our go-to-market (GTM) business analysts team, and define the strategic roadmap for our GTM technology stack. This is a very critical and visible leadership role for an experienced and visionary professional who can combine a deep understanding of business processes and best practices, with a mastery of technology to drive operational excellence and accelerate company growth.

You will be responsible for overseeing the strategy, roadmap, development, ownership, and maintenance of all business systems supporting our Sales, Marketing, Partnerships, and RevOps business functions.  This role demands a leader who can manage a team of talented business analysts and  serve as a strategic technology partner to executive leadership.

The GTM Process & Tooling team sits within Revenue Operations and reports into the Head of Revenue Operations.

Here’s what you’ll do day-to-day:

• Build and own the GTM Process strategy and roadmap, aligned to business needs, that will support a high growth and high velocity GTM motion. 
• Own the GTM Process architecture across CRM and adjacent tools to support sales, marketing automation, partner systems, compensation, forecasting, and GTM data flows.
• Serve as the primary architect and decision-maker for GTM system design, integrations, automation, and data models.
• Partner closely with Sales, Marketing, Partnerships, RevOps, BizTech to translate GTM requirements into scalable system solutions.
• Build and drive adoption of AI solutions to improve organizational productivity, enable self-service, and reduce operational burden across GTM teams.
• Establish standards for data quality, system reliability, controls, and governance. 
• Lead and develop a team of high performing GTM business analysts and setting clear priorities and accountability.

Here’s what we're looking for:

• 8–12 years of experience in GTM Process, Revenue Operations, Business Systems, or related roles within a SaaS or technology company.
• Deep hands-on experience supporting complex GTM motions, including Sales, Marketing, Partnerships, and RevOps.
• Proven ability to design and scale GTM Process architectures, with strong experience in Salesforce and adjacent platforms.
• Demonstrated experience applying AI and automation to GTM workflows (e.g., forecasting support, self-service tooling, data quality, decision support).
• Strong systems-thinking and architectural mindset, with the ability to reason end-to-end across tools, data, and processes.
• Excellent cross-functional leadership and stakeholder management skills, with comfort influencing senior leaders.
• Bachelor’s degree required; advanced degree a plus.