Partner Manager, Gusto Pro

As a Partner Manager at Gusto, you will drive the strategy and growth of a portfolio of Gusto Pro's largest and most strategic accounting firm partners.

You will maintain and expand current revenue and usage within these firms, identify, pitch, and facilitate growth opportunities.

Your responsibilities include:

• Taking a portfolio-based approach to your book of business to identify areas of risk and opportunities for revenue growth
• Building detailed territory and account plans to lead Quarterly Business Reviews (QBRs) within your large partner portfolio
• Balancing new partner acquisition and development of active partners
• Acting as a single point of contact for partners on behalf of aligned cross-functional sales supporting roles
• Coordinating outreach strategy and partner enablement with cross-functional supporting functions to grow cross-sell/up-sell product adoption
• Leading frequent discussions with partners to ensure they are leveraging the Gusto Pro platform to achieve successful business outcomes for their clients and their firm
• Driving awareness and usage of new or updated Gusto Pro features and integrations to the partners in your book
• Owning end-to-end execution of contract renewals and upsells, negotiating mutually beneficial terms and ensuring seamless transitions
• Collaborating with product, design, and engineering teams to provide informed recommendations for Gusto Pro's product roadmap
• Navigating and updating internal and external stakeholders, including C-suite executives at Gusto, partners, and cross-functional teams
• Communicating and reporting to leadership on sales activity, pipeline progress, and market trends
• Traveling to meet with prospective partners and representing Gusto at Industry Events and Conferences

Requirements:

• 5+ years of experience as a Partner Manager, Channel Manager, or other Sales-related function
• Consistent track record of exceeding sales quotas and building long-term client relationships
• Deep understanding of the accounting firm landscape, including their business models, challenges, and technology needs
• Strong ability to articulate contractual, technical, and financial value points to partners, internal senior leaders, and executive leaders
• Strong drive to succeed and comfortable pushing the pace of action with partners and internal teams
• Proven, day-to-day experience integrating AI into how you work
• Strong analytical and problem-solving abilities
• Experience with CRM and Sales Software (e.g., Salesforce, ZoomInfo, Tableau)

Target on-target earnings (OTE) compensation for this role is $120,000/yr to $140,000/yr in Phoenix, $125,000/yr to $150,000/yr in Denver & Atlanta, $154,000/yr to $182,000/yr for San Francisco & New York and $120,000 to $180,000 CAD for Toronto.