Ritu Khanna

Doer
DISC Type : sd

Chief Commercial Officer at Gusto

Toronto, Ontario, Canada

Overview

Ritu Khanna is the Chief Commercial Officer at Gusto, leveraging a product and revenue mindset to drive global growth. A former Shopify executive who led North American operations and scaled global partnerships, she is recognized for her expertise in go-to-market strategy. She holds an EMBA from Ivey Business School.

Based in Toronto, Ritu is a passionate foodie who believes supporting small business entrepreneurs is a personal and professional imperative. She is driven by a mission to help create a world where work empowers a better life, celebrating small businesses that fuel creativity and build strong communities.

In addition to her role at Gusto, she serves as a Board Member for Dye & Durham Corporation, a major global provider of cloud-based legal technology software.

Personality Overview

Long-term Focused

Results Focused

Strategic Planner

They are very professional in their approach and can weigh multiple perspectives together.  They exhibit a rare combination of being result-oriented but patient at the same time. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Empowering Small Businesses
Considers supporting entrepreneurs an economic and personal imperative, which aligns with her leadership role at Gusto, a company focused on SMB success.
Go-to-Market Strategy
A senior go-to-market executive with a proven track record of leading technology businesses through significant revenue and market share growth.
Scaling Partnerships
At Shopify, she was accountable for scaling the partner go-to-market channel to 4X growth and continues to lead partnership strategy at Gusto.

Media Appearances

Ritu has no verified media appearances

Work History

4-2025
Chief Commercial Officer at Gusto
12-2024 - 7-2025
Board Member at Dye & Durham Corporation
9-2022 - 4-2025
VP, Global Partnerships and Monetization at Shopify
Managing Director, North America at Shopify
Managing Director, US East at Shopify

Education

EMBA from Ivey Business School at Western University
BA - Economics from University of Toronto

More Information

Social Presence :

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Exp : 3 Location : Toronto, Ontario, Canada Job Level : Leadership Designation : Chief Commercial Officer at Gusto
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Insights For Selling To Ritu

During A Call Or A Meeting

DO's

  • Use phrases like 'your team deserves', 'best in class' etc.
  • Stick to your standard pitch and qualifying script, don't try to wing it
  • You can spend time on BANT (or other qualification methodology) but keep it to the point

DONT's

  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't shy away from asking hard questions, but be extra polite
  • Don't go over them unless you are left with no other option

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ritu is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Ritu

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Ritu move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Ritu take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Ritu

Personality Compatibility


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