1:28 - Tomer describes Gusto Embedded and the complexities behind compliance.</p><ul><li>Gusto Embedded takes ten years of Gusto’s experience building payroll software and compliance and makes it available to any software company wanting to ship their own payroll product to the market. </li></ul><p><strong>5:00 </strong>- Why did you decide to pursue startups as the company’s first target audience? How did you think about customer segments in that first year? </p><p><em>Over the last ten years, Gusto has scaled to build for multiple customer segments – starting with startups, then SMBs, accountants, and now with Gusto Embedded Payroll, developers who are embedding payroll directly into their software. </em></p><ul><li>When you have a grand vision, where do you start as a founder? Choose a customer segment. Make sure you choose a segment where 1) they have an important customer problem, 2) the product you are building solves that problem, and 3) you can reach your customer. </li></ul><p><strong>9:30 </strong>- Who were your competitors in the early days? </p><ul><li>The old, traditional payroll solutions, which were complex. With Gusto, <em>anyone</em> can run payroll at <em>any time</em>. Gusto also focuses on employees, a critical part of the system, by building a great payroll experience for them. </li></ul><p><strong>11:30 </strong>- Why did you decide to build for SMBs after startups? </p><ul><li>Look at your current customer base and learn from customers adjacent to the market you want to expand into. When you do expand into another vertical, make sure you maintain that early customer love. </li></ul><p><strong>14:45</strong> - How did you maintain the customer love of the existing customer segment? </p><ul><li>Think about your long-term vision and don’t put yourself in a corner when you want to move to the next segment. </li></ul><p><strong>17:00</strong> - Most startups find it hard to tackle the SMB market. Why do you think this is the case? </p><ul><li>Traditionally SMBs are hard to reach and use incomplete or manual solutions. Since 2000 an entire generation of business owners had to learn to trust online financial services. Today, SMBs are online and looking for solutions.</li></ul><p><strong>22:25 </strong>- What is different about serving SMBs as a customer versus startups? </p><ul><li>Startups come and go, and the real economics come from the big winners. Focusing on startups is a good place to start your journey, but think about how to scale with them.</li><li>There are more small businesses than startups, and they are around for a long time – but most don’t grow to thousands of employees. You need to build a business model that works with that dynamic. </li></ul><p><strong>27:00 - </strong>Why did you pursue developers and how did you decide to service them? </p><ul><li>For many verticals, it is much better to have an all-in-one platform to run your small businesses. But payroll is really hard to build yourself. Gusto Embedded helps partners deliver a more integrated solution for customers without investing the several years and tens of millions of dollars.</li></ul><p><strong>29:00 </strong>- Gusto went from directly acquiring small businesses as customers to creating an embedded solution – essentially “giving up” the relationship with the customer. How did you think about that? </p><ul><li>Evaluate the future of the industry and don’t ignore reality. Be the one to create that future. In this case, many payroll customers want all-in-one solutions. We can either try to meet those needs directly, or empower hundreds of partners to customize unique solutions.</li></ul><p><strong>33:00 - </strong>How should founders think about who to partner with? When should founders build directly for the industry and when should they go the embedded route? </p><ul><li>Think about the unique insight you have in the business you’re creating and make sure you own your destiny around that insight.</li><li>For your customer, what does a successful product look like, and could you partner with a company to fulfill those needs.</li><li>Your product must be high-quality. You have to put enough resources behind whatever you own. For everything else, you must ensure you bring in the right partner. It’s all about the end-to-end experience. </li></ul><p><strong>39:30</strong> - Gusto now makes it easier for software providers to bake compliance into embedded payroll. Tomer, I think developers looking at a payroll API would assume that compliance is baked in. But there are often steps companies have to take beyond just calling APIs. Tell us if that assumption holds.</p><ul><li>Regulation can change every quarter and every year. This is built into the product. We protect the customer and make it easy for developers to ship something quickly that is compliant for the long term.</li><li>One third of the companies in the U.S. get fined for mistakes on payroll. </li></ul><p><strong>43:00 - </strong>Compliance is the hardest part of payroll to build and ultimately has to be right. It took ten years of experience in compliance to launch this into Gusto Embedded Payroll. What advice do you have for founders who are building complicated, yet essential, components for an industry?</p><ul><li>Determine the parts of your product that are highly regulated and which areas are not. Build a culture that ensures quality-first in those highly-regulated areas, as well as a culture where people can iterate quickly in other areas. You can’t build a monolithic culture.</li><li>Embrace cross functional work. </li></ul><p><strong>46:00 </strong>- In the early days of Gusto, what guidance did you provide to your engineers about building payroll? What areas could break and which areas could not break? </p><p><strong>48:40</strong> - Looking back, would you have done anything different? </p><ul><li>Start charging what you feel is the value you provide; fix downwards versus upwards. If you’re truly adding value, customers won’t hesitate moving forward at that price.</li><li>Have the humility to learn from the customer and how the market changes around you. </li></ul><p><strong>51:45 </strong>- How should founders be thinking about embedded finance and how does this market evolve over the next 5-10 years? </p><ul><li>When you build a new software system for your customer, the more connected the system is for your customer, the better it is. Embedded products enable you to do that quickly and in high quality.</li><li>Bring more solutions into your product that are driven by what your customer needs. Understand your customer’s day-to-day, and figure out how to build something that solves their entire flow instead of one segment.</li><li>If you are not making money on your product, you don’t know if there's a product market fit. If you can charge and retain a customer, then there is product market fit. </li></ul><p><strong>56:30</strong> - Outside of payroll, what are you seeing product wise offered by APIs? </p><ul><li>This space is brand new and there’s a ton of opportunity to create a product that helps customers go through the end-to-end journey successfully and solves multiple pain points – instead of the customer needing ten years of background to create a high-quality solution.</li></ul>","comment_id":"62fa7b87ab52db0001d3b656","feature_image":"/blog/content/images/2022/08/BlogTwitter-Image-Template--5-.jpg","featured":true,"visibility":"public","email_recipient_filter":"none","created_at":"2022-08-15T09:59:51.000-07:00","updated_at":"2022-08-15T11:48:12.000-07:00","published_at":"2022-08-15T11:32:19.000-07:00","custom_excerpt":"Today, more than 200,000 businesses use Gusto for payroll, employee benefits, talent management, and more. 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And with the recent addition of Gusto Embedded, developers now use Gusto’s APIs and pre-build UI flows to embed payroll, tax filing, and payments infrastructure into products.","reading_time":5,"access":true,"og_image":null,"og_title":null,"og_description":null,"twitter_image":null,"twitter_title":null,"twitter_description":null,"meta_title":null,"meta_description":null,"email_subject":null,"frontmatter":null,"feature_image_alt":null,"feature_image_caption":null},{"id":"62cd8a8040d57c0001d58992","uuid":"e38a4797-570d-4e20-8566-2a77e7e96a92","title":"6 founding engineer roles at W22 YC startups","slug":"founding-engineer-roles-at-yc-startups","html":"<p>The <a href=https://www.ycombinator.com/"https://www.ycombinator.com/jobs/">YC job board</a> has always been the best way to find early roles at funded and vetted YC startups. This is especially true after a startup graduates from YC, raises an early round and starts to hire their founding team. </p><p>Below are a few of the most recent YC startups (Winter '22 batch) hiring for founding engineers, with compensation in the $160-180K range and equity around 1.5-2.0%. </p><p>To keep up with the newest YC startups hiring on the platform, create a profile on <a href=https://www.ycombinator.com/"https://www.ycombinator.com/jobs/">YC's job board</a> and find yours.</p><p><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/propelauth/jobs/tKWj4qx-founding-frontend-engineer/">1.) Founding Frontend Engineer at PropelAuth (W22)</strong></a></p><ul><li><strong>About the company: </strong>PropelAuth provides the right level of authentication for all stages of a company. New startups can use our hosted pre-built UIs which provide the simplest possible integration right out of the box.</li><li><strong>What stands out: </strong>Solo founder with eng and leadership experience from Palantir and SafeGraph. Deep experience in ML/NLP tech and product-led development. CMU grad.</li><li><strong>Comp & equity: </strong>$130k - $160k, 0.50% - 2.00%</li></ul><p><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/rally-2/jobs/FYFNiTn-founding-software-engineer-product/">2.) Founding Software Engineer (Product) at Rally (W22)</strong></a></p><ul><li><strong>About the role: </strong>We're building the world’s best User Research CRM - a platform that automates outreach, screening, scheduling, incentives, and participant tracking, all in one place.</li><li><strong>What stands out: </strong>Work directly with the founder/CTO and own large portions of the product. Founders previously worked at Facebook and Hubspot. </li><li><strong>Comp & equity: </strong>$100k - $150k, 0.50% - 1.50%</li></ul><p><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/mutableai/jobs/qnjnCR3-founding-full-stack-software-engineer/">3.) Founding Full Stack Software Engineer at MutableAI (W22)</strong></a></p><ul><li><strong>About the company: </strong>Our long term mission: to enable programmers to massively decrease the time to create high quality production code in all languages using AI.</li><li><strong>What stands out: </strong>Solo founder was PhD candidate in physics-turned-software engineer. Previously worked at Google and Apple. </li><li><strong>Comp & equity: </strong>$100k - $180k, 0.50% - 2.00%</li></ul><p><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/vessel/jobs/JeIBiSj-founding-engineer/">4.) Founding Engineer at Vessel (W22)</strong></a></p><ul><li><strong>About the company: </strong>The universal API for CRMs.</li><li><strong>What stands out: </strong>Fragmentation in the CRM space, with 65+ CRMs only covering 60% of the market. Great for anyone interested in API development.</li><li><strong>Comp & equity: </strong>$110k - $190k, 0.50% - 1.50%</li></ul><p><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/windmill/jobs/WlSHAed-founding-engineer/">5.) Founding Engineer at Windmill (S22)</strong></a></p><ul><li><strong>About the company: </strong>Windmill (windmill.dev) is an open-source & self-hostable developer platform for multi-step automation & internal tools.</li><li><strong>About the role: </strong>As a developer, be a user of your own product and contribute to product ideas and development.</li><li><strong>Comp & equity: </strong>$70k - $110k, 0.25% - 2.00%</li></ul><p><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/permitflow/jobs/axcfyjc-founding-software-engineer/">6.) Founding Software Engineer at Permitflow (W22)</strong></a></p><ul><li><strong>About the company: </strong>PermitFlow is TurboTax for construction permitting. We are on a mission to streamline and simplify construction permitting in the United States, unlocking more value in the $1.6 trillion construction market. </li><li><strong>What stands out: </strong>Regulatory & operational-driven industry being tackled with software. 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Below are a few of the most recent YC startups (Winter '22 batch) hiring for founding engineers, with compensation in the $160-180K range and equity around 1.5-2.0%.","reading_time":2,"access":true,"og_image":"https://ghost.prod.ycinside.com/content/images/2022/07/6-founding-engineer-roles-at-W22-YC-startups--1--1.png","og_title":null,"og_description":null,"twitter_image":"https://ghost.prod.ycinside.com/content/images/2022/07/6-founding-engineer-roles-at-W22-YC-startups--1-.png","twitter_title":null,"twitter_description":null,"meta_title":null,"meta_description":null,"email_subject":null,"frontmatter":null,"feature_image_alt":null,"feature_image_caption":null},{"id":"63fced280ca0ec00016319fa","uuid":"f1d9175c-3d17-4d36-92bf-a65b2362acc3","title":"Announcing Y Combinator's Spring 2022 Tech Hiring Event","slug":"yc-spring-2022-tech-hiring-event","html":"<p>We're excited to host an <a href=https://www.ycombinator.com/"https://www.ycombinator.com/events/meet-founders-sf/">in-person tech hiring event on Wednesday, March 8th</a> at 5:30 PM at Y Combinator's San Francisco office. This will be the first in-person hiring event we're hosting at YC in over two years, and we have 9 YC-backed startups who are looking to hire engineers and technical talent.</p><p>The event will feature brief founder & company overviews, time to network, and light food and drinks provided by YC. Spots are limited, so <a href=https://www.ycombinator.com/"https://www.ycombinator.com/events/meet-founders-sf/">apply now</a> to get on the list.</p><p>The companies attending <em>(and what they're hiring for)</em> below:</p><ul><li><strong><a href=https://www.ycombinator.com/"https://www.ycombinator.com/events/meet-founders-sf/onesignal/">OneSignal (Growth):</strong> Engage customers through personalized omni-channel messaging <em>(Infrastructure and Product Engineers, Product Managers)</em></li><li><strong><a href=https://www.ycombinator.com/"https://www.ycombinator.com/companies/memora-health/">Memora Health</a> <strong>(Series A):</strong></strong> Helps healthcare organizations digitize and automate complex care workflows</li><li><strong><a href=https://www.ycombinator.com/"https://www.ycombinator.com/events/meet-founders-sf/seam/">Seam (Series A):</strong> API for IoT Devices <em>(Engineering & Sales)</em></li><li><strong><a href=https://www.ycombinator.com/"https://www.ycombinator.com/events/meet-founders-sf/slope/">Slope (Series A):</strong> Buy Now, Pay Later for B2B <em>(Backend & Full stack engineers; data; customer success)</em></li><li><strong><a href=https://www.ycombinator.com/"https://www.ycombinator.com/events/meet-founders-sf/fieldguide/">Fieldguide (Series A):</strong> Automation and collaboration software for audit and advisory firms<em> (ML Engineer, Product Manager)</em></li><li><strong><a href=https://www.ycombinator.com/"https://www.ycombinator.com/events/meet-founders-sf/agave/">Agave (Seed):</strong> Plaid for Construction <em>(Founding Engineer in PHP/Typescript/React)</em></li><li><strong><a href=https://www.ycombinator.com/"https://www.ycombinator.com/events/meet-founders-sf/mintlify/">Mintlify (Seed):</strong> Developer-first documentation that converts users <em>(Full Stack Engineer)</em></li><li><strong><a href=https://www.ycombinator.com/"https://www.ycombinator.com/events/meet-founders-sf/replo/">Replo (Seed):</strong> Visual development for React, starting with e-commerce <em>(Engineers & Designers)</em></li><li><strong><a href=https://www.ycombinator.com/"https://www.ycombinator.com/events/meet-founders-sf/oneshop/">OneShop (Seed):</strong> Operating system for reselling online <em>(Backend, Frontend and Growth Engineers)</em></li></ul><p>If you're an engineer interested in working at a fast-growing startup, this is an opportunity to meet founders and hiring managers in person to learn about their companies and products, understand their technology stacks and challenges, and get a sense of their culture and what it's like to work there.</p><p>This is a unique chance to engage with multiple companies at once, and to potentially find your next role at a leading tech startup. We hope you'll join us for what will be an informative and worthwhile evening.</p><!--kg-card-begin: html--><center>\n<a class=\"ycdc-retro-btn ycdc-retro-btn-gold mt-[-10px] ml-[13px]\" href=https://www.ycombinator.com/"https://www.ycombinator.com/events/meet-founders-sf/" style=\"text-decoration: none;\" title=\"Apply to YC Event\" target=\"_blank\">Apply to Join</a>\n</center><!--kg-card-end: html-->","comment_id":"63fced280ca0ec00016319fa","feature_image":"/blog/content/images/2023/02/BlogTwitter-Image-Template--5--1.png","featured":false,"visibility":"public","email_recipient_filter":"none","created_at":"2023-02-27T09:49:28.000-08:00","updated_at":"2023-03-06T12:57:26.000-08:00","published_at":"2023-02-28T09:00:00.000-08:00","custom_excerpt":null,"codeinjection_head":null,"codeinjection_foot":null,"custom_template":null,"canonical_url":null,"authors":[{"id":"61fe29e3c7139e0001a710bf","name":"Ryan 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Choi","slug":"rchoi","profile_image":"//www.gravatar.com/avatar/36ba914c5f191f813e96db0296154469?s=250&d=mm&r=x","cover_image":null,"bio":"Ryan works with YC companies to find great engineers — from 2-person startups to larger ones like Airbnb, Stripe and Instacart.","website":null,"location":null,"facebook":null,"twitter":null,"meta_title":null,"meta_description":null,"url":"https://ghost.prod.ycinside.com/author/rchoi/"},"primary_tag":null,"url":"https://ghost.prod.ycinside.com/yc-spring-2022-tech-hiring-event/","excerpt":"We're excited to host an in-person tech hiring event on Wednesday, March 8th at 5:30 PM at YCombinator's San Francisco office. This will be the first in-person hiring eventwe're hosting at YC in over two years, and we have 9 YC-backed startups who arelooking to hire engineers and technical talent.The event will feature brief founder & company overviews, time to network, andlight food and drinks provided by YC.","reading_time":1,"access":true,"og_image":null,"og_title":null,"og_description":null,"twitter_image":null,"twitter_title":null,"twitter_description":null,"meta_title":null,"meta_description":null,"email_subject":null,"frontmatter":null,"feature_image_alt":null,"feature_image_caption":null}]},"url":"/blog/meet-with-anu","version":null,"rails_context":{"railsEnv":"production","inMailer":false,"i18nLocale":"en","i18nDefaultLocale":"en","href":"https://www.ycombinator.com/blog/meet-with-anu","location":"/blog/meet-with-anu","scheme":"https","host":"www.ycombinator.com","port":null,"pathname":"/blog/meet-with-anu","search":null,"httpAcceptLanguage":"en, *","applyBatchLong":"Winter 2024","applyBatchShort":"W2024","applyDeadlineShort":"October 13","ycdcRetroMode":true,"currentUser":null,"serverSide":true},"id":"ycdc_new/pages/BlogPage-react-component-838fb97e-8a2d-43f2-9b08-4e7a875c5136","server_side":true}" data-reactroot=""> by Paige Omura6/30/2022 Women have historically been underrepresented in tech, especially in technical roles like engineering and product. YC has run events to educate and support women in tech, and now we’re doubling down to offer tailored advice that’s specific to you and your career. We’re setting up chats for women engineers to get one-on-one career advice from YC, starting with Anu Hariharan, Managing Director of YC Continuity. Priority will be given to mid-career women in tech who are working at or looking to get into startups. As an engineer herself, Anu is excited to hear your personal story and share lessons she has learned throughout her career. If you’re a mid-career woman engineer, apply to meet with Anu one-on-one: In addition to these 1:1 chats, YC runs live events to help candidates get jobs at startups, connect with founders, and think through their next career move. View and register for other events here: YC Events. At YC, we use an inclusive definition of “women” and welcome trans women, genderqueer and non-binary people who identify as women or femme in any way. Categories Other Posts Paige is Operations & Programs Manager at YC, running programs to help YC companies hire top talent. She previously led operations at early-stage hard tech startups. Get one-on-one career advice from YC, starting with Anu Hariharan (Managing Director)
Author
Paige Omura