Principal Product Manager, Pricing, Packaging & Promotions

By the Numbers:

• Named #1 best software for small business of 2024 by G2
• 2,700+ employees in the United States, Canada, Mexico, and Turkiye and growing 
• Over $500M in annual revenue 
• The SMB market is large (and growing!) with huge opportunities for Gusto to make an incredible impact for SMBs 
  • There are 6.2M employers in the US, 98% have fewer than 100 employees (1) 
  • 550,000 new businesses are created each year in the US (1) 

What Product Management is like at Gusto:

• We’re looking for high-autonomy, entrepreneurial Product Managers to come build high-impact solutions for small businesses and their employees. We believe in high-ownership Product Managers who operate like business owners - owning an entire roadmap end to end and shipping product all the way from strategy through to the nitty gritty details (some describe this kind of role as a “GM” type role).
• Our Product team is lean, which means you’ll have a high degree of impact and ownership. 
• We’re here to serve small and medium businesses. Gusto has a strong mission-driven culture, and we care deeply about lifting up these business owners. 

About the Team:

This team sits under our Growth Commerce team and is focused on the company’s pricing and product packaging strategies, which are vital drivers of revenue and business outcomes. This position requires a thorough understanding of how product packages are assembled, including determining optimal price points for various product offerings and developing a robust methodology for analyzing price elasticity to assess the impact of pricing changes on profit volume. This is a small but mighty team of 10+ people across Engineering, Data Science, and Design.

Here’s what you’ll do day-to-day:

• North Star: Leading the pricing, packaging and promotion product team -  with responsibility for driving experimentation to inform pricing, packaging & promotion strategies - as well as the optimal presentation of pricing, packaging & promotion within the customer experience. 
• Ownership: Working with the Head of Pricing (marketing), this role will use experimentation to understand complex pricing/volume trade-offs for the purpose of informing pricing decisions. This role is also responsible for the presentation of prices and packages with the consumer experience to optimize revenue and consumer comprehension.
• Collaboration: Strong collaboration skills to work closely with the Head of Pricing around strategy as well as engineering, data and design teams to execute experiments and build experiences effectively.
• Analysis:
  • Strong analytical skills enabling the conversion of pricing strategies into experiments that quantify price elasticity
  • The ability to extrapolate individual experimental outcomes into broader observations around price/volume interaction 

Here’s what we're looking for:

• 8+ years of growth product management experience, and ideally prior experience in an environment that builds skills related to economic analysis (consulting/banking)
  • Experience as a product manager leading engineering, design, and cross-functional teams to execute strategic initiatives.
• Exceptionally analytical with a strong quantitative background in economics, physics, or mathematics
• An individual with a background that has enabled them to develop expertise in pricing strategy, economic modeling, and experimentation frameworks.
• Experience in working with cross-functional teams in a technology or SaaS environment.
• Strong understanding of consumer psychology and behavioral economics in relation to pricing and promotions.
• A track record of using data-driven insights to influence business strategy and drive revenue growth.

Our cash compensation amount for this role is $181,000 to $223,000/yr in Denver & most major metro locations, and $212,000 to $262,000/yr for San Francisco, Seattle & New York. Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above.

Where do PMs at Gusto work?

We have offices in Denver, San Francisco, and New York and have remote team members across the US and Canada. We are actively hiring for the following Centers of Gravity: Toronto, Canada, Atlanta, GA, Austin, TX, Chicago, IL, Denver, CO, Los Angeles, CA, Miami, FL, and Seattle, WA. Our open roles will specify on the careers page and in the job description where the position is eligible for work. 

 (1) Business Applications with Planned Wages (www.census.gov)