Partner Manager, Consumer Fintech Partnerships

Gusto•San Francisco, NY

5d•Hybrid

About The Position

As a Consumer Fintech Partner Manager at Gusto, you’ll own, manage, and grow the strategic fintech partnerships that power Gusto’s consumer financial products for both small businesses and the Members who are paid through Gusto. You’ll serve as the primary relationship owner for key partners, working cross-functionally with product, engineering, finance, legal, operations, and corporate development to ensure partnerships are healthy, scalable, and aligned with Gusto’s long-term strategy. In this role, you’ll identify opportunities to deepen and expand partnerships through new products, features, and use cases, while proactively surfacing gaps in Gusto’s fintech ecosystem and helping shape solutions. You’ll leverage partner performance data, customer and Member insights, and market trends to inform roadmap priorities and partnership strategy. You’ll collaborate closely across the company to translate partnership strategy into execution, balancing strong relationship management with clear business outcomes. Successful candidates align with Gusto’s values, are highly self-motivated, and bring a strong desire to learn, grow, and solve complex problems in a regulated fintech environment. Product Partnerships is a small team embedded within Gusto’s Corporate Development organization. We manage the launch, performance, and growth of strategic product partnerships, while Corporate Development also leads M&A and develops new partnership opportunities. We work side-by-side with cross-functional stakeholders to extend Gusto’s product offering and deliver high-quality experiences for small businesses and their employees.

Requirements

6+ years of total professional experience and 3+ years of experience in fintech partnerships, platform partnerships, or strategic account management
Experience managing complex consumer financial-services or fintech partnerships, such as banking, payments/cards, insurance, investing, tax, or financial wellness
Proven ability to drive partnership growth through both direct ownership and cross-functional leadership/influence
Strong cross-functional operator with experience influencing Product, Engineering, Finance, Legal, and Operations
Sound judgment, executive presence, and strong communication skills
Experience building for the employee/consumer end users and the SMB buyers behind them, while balancing the needs of both

Nice To Haves

experience with BaaS providers, card networks, or embedded finance platforms

Responsibilities

Own the strategy, performance, and executive relationships for Gusto’s Consumer Fintech partners, serving as the strategic lead and primary point of contact
Set and execute a partnership strategy aligned with Gusto’s objectives, identifying growth opportunities and leading regular partner reviews to drive long-term value
Act as the strategic quarterback across Product, Engineering, Finance, Legal & Compliance, Operations, and Corp Dev to translate partnership strategy into execution
Use AI and data tools proactively to analyze partner performance, synthesize insights, automate repeatable workflows, prepare for negotiations, and accelerate decision-making
Identify and address partnership gaps across product capabilities, coverage, economics, and scalability, including supporting contract renewals and renegotiations
Serve as the escalation point for strategic partner issues