Carrier Partnership Strategy Leader

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 300,000 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. 

Job Summary

We’re looking for a leader to help drive our Health Benefits Carrier Sales and Growth strategy.   In this exciting position you will work with our Benefits organization to design and conduct meaningful Health Insurance Carrier business reviews designed to facilitate improved communication between both parties.  You will be a key influencer on establishing expanded Carrier relationships, help influence product GTM Health Insurance strategy, and provide meaningful recommendations to maximize Gusto commission opportunities.  You’ll leverage expertise and insights to influence our partners, and drive seamless coordination between teams.

In this role, you’ll be a member of Gusto’s Revenue team. You’ll partner closely with Revenue leadership, Product, Benefit Operations, Customer Success (amongst others) to drive results. Our shared goal is to extend the lifetime value of our customers by maximizing the value they’re getting from us and meeting their needs during key moments of their lifecycle.

This role is right for you if you are a Health Insurance industry expert, a creative thinker, analytical, and strategic minded.. You are not only strategic, but have deep experience translating those insights into action that can help Gusto evolve in our growth.. You move quickly and lean into opportunities to experiment and iterate. And finally, you enjoy solving big problems and bringing new ideas to life.

Key responsibilities

• Analysis and evaluation of existing Gusto Health Insurance Medical and Ancillary partners with goal of establishing a robust preferred network of panel carriers
• Evaluate industry trends and present new product recommendations to the Head of Benefit Sales for Gusto clients
• Extensive experience working with large Regional or National Brokers.  
• Experience recommending/negotiating compensation terms with Medical and Ancillary Insurance Companies.
• Will create and coordinate a Carrier review process with partner Insurance companies to facilitate improved partnerships.  
• As a Health Insurance expert will collaborate with the Benefits Organization in creation of an expanded National Carrier Preferred Panel.
• Drive strategy for adoption and retention initiatives that mutually benefit both our customers and Gusto, with a focus on connecting the digital efforts to human intervention
• Drive digital-first efforts originating from team insights, leveraging technology to enhance customer experience and outcomes.
• Translate digital initiatives and insights into actionable strategies for our customer-facing teams.
• Strong ability to leverage data to produce insights - with a track record of putting those insights into motion.
• Take the lead in annual and mid-year planning processes, aligning team objectives with company goals and priorities.
• Act as the connective tissue between teams, leveraging cross-functional expertise to drive holistic adoption and retention initiatives.
• Serve as the point of contact for major cross-functional launches, ensuring seamless coordination and alignment.
• Willingness to be both strategic and also get into the weeds to drive success.

Experience

• 8+ years of relevant work experience working within the Health Insurance Industry in either sales or operational positions.
• 4+ years working with Insurance Carriers in collaboration with large Regional or National Brokers.  
• 8+ years of relevant work experience in operating roles at growing startups, biz ops roles, and/or consulting with business problem solving training.
• 2+ years leading other managers, setting strategic vision, and empowering high-performance teams.
• Prior experience working with customer-facing teams.
• Experience with SaaS and SMBs. Fintech a plus

Our compensation range for this role is $140,700 to $166,600 in Denver and most remote locations and $166,600 - $196,000 in San Francisco and New York. Final offer amounts are determined by multiple factors, including candidate experience and expertise,