Partner GTM Lead

📍 New York City (SoHo) | In-office
🕒 Full-time

About Salsa

Salsa is rebuilding one of the most critical parts of the business stack: payroll.

We provide modern, API-first payroll infrastructure that software platforms embed directly into their products. These software platforms are our customers (“partners”) and they aren’t reselling payroll — they’re launching it as a native product under their own brand. We’re opening a role to help these partners become more successful launching their products as measured by faster adoption and more revenue.

We’re a team of experienced fintech operators focused on execution and building things that work in the real world. Salsa has raised $30M to date from top tier investors.

The Role

Salsa is hiring a Partner Ecosystem Lead (GTM) to own what it takes for partners to launch, sell, and scale embedded payroll.

This is a hands-on operator role, not a relationship-management or strategy-only position. You will own a broad swath of the partner journey — from launch design through scaled revenue — and personally do the work required to make partners successful.

Your mandate is simple: make partners successful sellers and operators of payroll.

This role is well-suited for former founders, future founders, or post-MBA operators who want real ownership and execution reps.

What You’ll Do

• Lead end-to-end execution for SaaS platforms (“partners”) embedding Salsa payroll
  

• Work directly with partner leadership to define the product launch and execution
  

• Personally build and iterate GTM assets:
  

  • Sales decks, demos, battle cards, objection handling, product and feature training, email marketing campaigns, activation campaigns / product notifications, product-led growth flows, etc.
    

• Sit in partner sales calls, help close early deals, and diagnose stalled pipelines and customer onboarding issues
  

• Design and operate outreach, onboarding, and incentive structures
  

• Contribute to Salsa playbooks
  

• Own partner funnels using real data:
  

  • Pipeline → onboarding → first payroll run → retention
    

• Identify and fix broken launches and adoption bottlenecks
  

• Find opportunities to bundle payroll with adjacent products (benefits, insurance, time & attendance)
  

How You’ll Work

• You’ll partner across functional teams both at Salsa and at the partner
  

• You do the work before delegating it
  

• You stay close to partners, customers, and funnel data
  

• If something isn’t working, you go into the details and fix it
  

If you’re looking for a role focused primarily on account/partner management, high-level strategy, QBRs, or delegation, this is not a fit.

What Success Looks Like (First 6 Months)

• Run multiple partner launches end-to-end
  

• Drive measurable increases in attachment and revenue for partners
  

• Ship a v1 partner GTM playbook grounded in real execution
  

• Identify and fix at least one materially broken partner funnel
  

Experience

• Previous founder experience a big plus - future founder aspirations are a great fit, too
  

• 5–10 years in GTM, partnerships, growth, or operating roles
  

• Experience in B2B SaaS, fintech, or embedded products preferred
  

• Top Tier MBA, PE, banking or consulting experience may be helpful, but operating / execution experience matters more.
  

• Comfortable working cross-functionally with product, sales, and compliance
  

Why Join Salsa

• True operator / builder / 0-1 experience
  

• Real ownership of a critical growth lever
  

• Execution-first culture with founder proximity
  

• Visible impact tied directly to our partners’ success and revenue