# Partner Account Executive **Company**: Gusto **Location**: Denver, CO, San Francisco, Las Vegas, NV, CA, Phoenix, AZ, Atlanta, GA, Chicago, IL, New York, NY , Toronto, PN **Work arrangement**: hybrid **Experience**: senior **Job type**: full-time **Salary**: $125,000/yr to $150,000/yr in Denver, Las Vegas, Chicago, Atlanta & most remote locations, $155,000/yr to $182,000/yr for San Francisco & New York and $120,000 to $180,000 CAD for Toronto **Category**: Sales **Industry**: Technology **Apply**: https://job-boards.greenhouse.io/gusto/jobs/7826328?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply **Canonical**: https://yubhub.co/jobs/job_0a33eed0-9f7 ## Description About Gusto At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff , payroll, health insurance, 401(k)s, and HR , so owners can focus on their craft and their customers. ## What is GustoPro? GustoPro is a cloud-based platform built specifically for accounting firms. It empowers firms to streamline payroll, people operations, and advisory services for their clients, all within a single, integrated platform. ## About The Role As a Partner Account Executive for GustoPro, you will play a critical role in expanding Gusto's footprint within the accounting market by recruiting new accounting firm partners, enabling them to succeed on the platform, and driving them to a healthy, self-sufficient state before transitioning them to an Account Manager. ### Responsibilities - Evangelize the GustoPro solution to prospective accounting firms to grow our market share and meet and exceed monthly/quarterly sales targets. - Collaborate closely with Sales Leaders to build out and refine our new partner sales process, with a focus on accelerating sales cycles (target 60–90 days) and maximizing close rates. - Conduct compelling and persuasive product demos that showcase the value of GustoPro using data and insights, tailored to resonate with accounting firm executives. - Negotiate and execute the Partner Onboarding Agreement, aligning on a 30-day enablement plan and client pipeline targets from day one. - Serve as the primary Gusto contact during the 30-day enablement period , keeping the Champion certification track, Practice Member Academy completion, and Practice Lead go-to-market readiness all on schedule. - Hold the firm's Strategic Lead accountable to Champion designation and kickoff commitments in Week 1; track certification milestones and coordinate with the partner success team to unlock incentives on time. - Support Practice Leads in running positioning and discovery workshops and building a migration candidate pipeline across their book of business. - Drive the partner to 10 net new client adds within 90 days of signing , the activation benchmark , by leading regular status calls, removing blockers, and coordinating migration scheduling across practice areas. - Coordinate co-marketing activation (co-branded materials, joint email campaigns) once the 10-client milestone unlocks co-op marketing funds, and ensure cross-sell products (HI, 401k, WC, R&D TC) are introduced as adoption deepens. - Prepare a structured handoff brief for the receiving Account Manager , including certified contacts, migration status, QBR baseline, revenue and usage snapshot, and flagged growth opportunities , and facilitate a warm introduction. - Navigate and update internal and external stakeholders, including C-suite executives at Gusto, partners, and cross-functional teams throughout the activation window. - Leverage AI tools and technologies to enhance sales workflows, streamline partner communications, and derive actionable insights from data to drive more effective prospecting, pipeline management, and partner engagement. - Travel as needed to partner offices for onsite meetings, as well as to industry events and conferences to represent Gusto and strengthen partner relationships. ## Requirements - 6+ years total work experience in sales, account management, or customer success, with a strong focus on enterprise clients. - 3+ years of experience selling B2B SaaS products or managing partner relationships, ideally to accounting firms or related businesses. - A consistent track record of exceeding sales quotas and building long-term client relationships, including negotiating complex six-figure contracts. - Experience and comfort working quick sales cycles (60–90 days average). - Deep understanding of the accounting firm landscape, including their business models, challenges, and technology needs , particularly the CAS/advisory and payroll practices. - Strong ability to articulate contractual, technical, and financial value points to partners, internal senior leaders, and executive leaders. - Equally comfortable in a closing motion and a post-close enablement and coordination role , you see getting a firm to 10 clients as part of the sale, not separate from it. - Strong analytical and problem-solving abilities , you're a strategic thinker who can identify risk and opportunity across a portfolio. - Ability to quickly learn our product so you are credible with prospects and partners alike. - Comfort and proficiency with AI-powered tools and technologies, with a willingness to adopt and integrate AI into daily sales and partner management workflows to improve efficiency and outcomes. - Experience with CRM and sales software (e.g., Salesforce, ZoomInfo, Tableau). ## Compensation Our target on-target earnings (OTE) compensation for this role is $125,000/yr to $150,000/yr in Denver, Las Vegas, Chicago, Atlanta & most remote locations, $155,000/yr to $182,000/yr for San Francisco & New York and $120,000 to $180,000 CAD for Toronto. This OTE is structured with a target 70% base pay and 30% commission pay with an uncapped commission structure. ## Skills ### Required - sales - account management - customer success - B2B SaaS products - partner relationships - accounting firms - AI-powered tools - CRM and sales software --- Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/gusto/jobs/7826328?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)