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.
About the Role: As a People Empowerer (PE) on Gusto's Platform Sales team, you'll be the sales manager for a quota-carrying, high-velocity pod of 10-12 Account Executives , responsible for coaching your team to multi-product quota attainment, pipeline management, and activity metrics like dials.
Your coaching cadence includes weekly 1:1s, call review and coaching debriefs, roleplays, and quarterly PDPs. Beyond your own pod, you'll own cross-functional relationships with RevOps, PMM, Product, and Sales Enablement, shaping strategy not just for your Gusties but for the products Platform Sales sells and the team's broader direction.
You'll also carry DRI ownership on 2-3 active OKRs , agent builds, cross-functional strategy sessions, and initiative follow-through are core parts of the role.
About the Team: Platform Sales helps small businesses get more value out of Gusto's platform through fast, efficient upsell and cross-sell motions, leveraging product signals and marketing-driven leads to drive expansion revenue at pace.
Here's what you'll do day-to-day:
- Manage a pod of 10-12 quota-carrying AEs, coaching to multi-product quota attainment, pipeline health, and activity metrics like dials
- Run weekly 1:1s and call review / coaching debriefs with each Gustie in your pod
- Facilitate roleplays for Gusties in a growth stage and lead weekly pod syncs
- Partner with RevOps, PMM, Product, and Sales Enablement to shape sales strategy and product positioning
- Own DRI responsibility for 2-3 active team OKRs and deliver quarterly PDPs
Here's what we're looking for:
- 3-5+ years leading a quota-carrying SaaS sales team of 10+ reps in a high-velocity upsell/cross-sell motion
- Direct ownership of OKRs and experience coaching to pipeline management and activity metrics (e.g., dials)
- Multi-product SaaS experience is a plus
- Strong cross-functional collaborator, comfortable partnering with RevOps, PMM, Product, and Sales Enablement
Our cash compensation range for this role is $143,675 to $176,000 OTE in Denver & Atlanta, $126,530 to $155,000 OTE in Phoenix.
Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role).
Reliable, consistent presence: We expect regular and predictable attendance, whether you're working in-office, hybrid, or fully remote, so that you stay closely connected to your team, customers, and stakeholders in real time and ensure colleagues and customers receive the timely support and responsiveness they deserve.