Luke Z.

Observer
DISC Type : ic

Product Lead, Tax at Gusto

Brooklyn, New York, United States

Overview

Luke Z. is an accomplished product leader with deep expertise in the complex domains of tax and payroll platforms for companies like Gusto and Justworks. He holds a Project Management Professional (PMP) certification and earned his Bachelor of Science from The Masters University.

Outside of his professional work, Luke has a celebrated and unique interest in wildlife and nature-related competitions.

He distinguished himself by producing a perfect bracket to become the 2020 Fat Bear Week Champion.

Personality Overview

Example Seeker

Curious

Assertive

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They often ask many questions and rely heavily on information and documentation. They are generally good communicators and can be hard to convince.

Topics They Care About

Tax & Payroll Tech
As a Product Lead in Tax at Gusto and formerly at Justworks, he focuses on deep, foundational platform work in the tax and payroll space.
Building Product Teams
He is actively and publicly hiring for his teams, seeking senior product managers and operations partners to solve complex challenges at scale.
B2B SaaS Products
Previously led product for a B2B SaaS platform for outdoor contractors, focusing on initiatives to increase the product's total addressable market.

Media Appearances

Luke has no verified media appearances

Work History

3-2025
Product Lead, Tax at Gusto
7-2024 - 4-2025
Principal Product Manager, Payroll at Gusto
1-2023 - 6-2024
Group Product Manager, Payroll and Tax at Justworks
4-2021 - 1-2023
Senior Product Manager, Tax at Justworks
5-2018 - 4-2021
Product Manager at SingleOps

Education

2006 - 2008
Bachelor of Science from The Master's University

More Information

Social Presence :

Prographics :

Exp : N/A Location : Brooklyn, New York, United States Job Level : N/A Designation : Product Lead, Tax at Gusto
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Insights For Selling To Luke

During A Call Or A Meeting

DO's

  • Build rapport, it will come handy to handle hard questions later
  • Invite them for a social do but don’t rely solely on the relationship
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.

DONT's

  • Don’t brush off any concerns, take all questions seriously
  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Luke is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Luke

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Luke move?

  • They like to be detailed and take their time to arrive at decisions.
  • Can Luke take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Luke

Personality Compatibility


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