Senior Pricing and Monetization Manager

About Gusto

At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve.

All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy.

AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.

About the Role

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.

What You'll Do

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.

What We're Looking For

Background in fintech, business banking, retirement, E-commerce, payroll, or HR back office SaaS

Background in B2B / B2C Saas in Payroll, HR, Fintech, ECommerce or related field.

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.

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.

Executive relationship management and communication. You’ll be presenting and working on topics for our executives, board, and senior leaders across Gusto.

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.

Clear, concise communicator, able to distill complex ideas for any audience

Thrives in fast-moving environments; able to pivot quickly and manage competing priorities

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

Compensation

Our cash compensation amount for this role is targeted at $152,000 - $180,000/yr in Denver, Phoenix, and Atlanta, and $180,000 - $218,000/yr for San Francisco & New York. The salary range for Toronto is CAD 133,000 - 160,000. Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the amounts listed above.

#LI-Hybrid

Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role). The same office expectations apply to all Symmetry roles, Gusto's subsidiary, whose physical office is in Scottsdale.

Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas.

When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required. This includes non-office days for hybrid employees.

Our customers come from all walks of life and so do we. We hire great people from a wide variety of backgrounds, not just because it's the right thing to do, but because it makes our company stronger. If you share our values and our enthusiasm for small businesses, you will find a home at Gusto.

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