Manager, Strategy Operations - Payroll

Owning the Payroll Business and Financial Outcomes

• Serve as DRI for the Payroll annual plan, accountable for revenue, expansion, and margin commitments.
• Orient the business around LTV, ARPC growth, and Payroll's contribution to platform-level customer and revenue growth.
• Own the commercial strategy to scale customer acquisition against the defined ICP, across marketing-driven inbound and partnerships.
• Own the monetization, bundling, and expansion agenda, including pricing, packaging, and new paid services.
• Own the path to gross-margin break-even on cost-to-serve without compromising service quality.
• Make trade-off and prioritization calls the plan requires, and answer for the results.

Driving Cross-Functional Execution

• Direct execution of Payroll initiatives across Marketing, Technology, Operations, Product, Finance, Revenue and Risk & Insurance.
• Keep roadmap priorities informed by partner-facing GTM and ICP signals, with clear lead time for teams to plan against.
• Own the outcomes of the Payroll-to-PEO expansion pathway, from surfacing upgrade-ready customers to reducing migration friction.
• Land pricing and packaging into the financial plan, with new add-ons integrated naturally into acquisition and expansion.
• Identify gaps and risks in execution and drive resolution through collaboration and influence.
• Build and maintain cross-functional operating systems to keep partners and stakeholders aligned.

Business Storytelling and Structure

• Represent Payroll in platform-level and leadership forums, grounding discussions in data, financial impact, and customer outcomes.
• Bring structure to ambiguous problems and produce the artifacts that keep the organization aligned to the plan.
• Reinforce a culture of ownership and accountability as the business matures.

Success looks like: Our Payroll business delivers its fiscal year commitments, runs on a reproducible growth motion, and operates as an owned, accountable business line.

How You Will Do Your Work

• Ownership and Accountability — operating as the DRI: full accountability for outcomes, not effort.
• Business Insight — applying knowledge of the business, unit economics, and marketplace to advance commercial goals.
• Strategic Mindset — anticipating trends and articulating credible visions that create sustainable value.
• Drives Results — achieving results even under tough conditions and with no direct functional reporting lines; owning the number and the path to it by influencing throughout our matrixed organization.
• Financial and Commercial Acumen — making sound pricing, monetization, and investment trade-offs.
• Plans and Aligns — breaking objectives into actions and aligning teams around shared commitments.
• Executive Communication and Influence — driving alignment across functions and leadership without direct authority.

Qualifications

• Minimum 10 years of professional experience, with a track record of owning a business line, P&L, or comparable end-to-end commercial outcome.
• Demonstrated experience as a co-founder, General Manager, DRI or business owner — personally accountable for revenue, margin, or growth, not solely program coordination.
• Experience in SaaS, fintech, B2B services, or other regulated or operationally complex environments preferred.
• High business and financial acumen; fluency with P&L, unit economics, LTV/CAC, ARPC, and pricing and packaging.
• Proven ability to set commercial strategy and drive it through execution across functions.
• Strong analytical skills and familiarity with data tools (e.g., Excel, SQL).
• Record of leading cross-functional initiatives to measurable outcomes through influence rather than direct authority.
• Ability to succeed in an entrepreneurial, ambiguous environment and bring structure without slowing innovation.
• Executive presence sufficient to represent a business line in leadership forums.
• Strong sense of ownership and a focus on results and outcomes, not just process.
• Unquestionable professional ethics, strong judgment, and commitment to excellence.

The base wage range for this position based in our New York City Office is targeted at $240,000.00 - $263,500.00 per year.