Partner Manager

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.

As a Partner Manager at Gusto, you will be responsible for driving the strategy and growth of a portfolio of Gusto Pro's largest and most strategic accounting firm partners. In this role, you will be responsible for maintaining and expanding current revenue and usage within these firms, as well as identifying, pitching, and facilitating growth opportunities.

Responsibilities

• Take a portfolio-based approach to your book of business to identify areas of risk and opportunities for revenue growth within your assigned accounting firms.

• Build detailed territory and account plans to lead Quarterly Business Reviews (QBRs) within your large partner portfolio to identify opportunities for growth, including aligning the Gusto Pro Partner Program with the partners strategic growth objectives.

• Balance both new partner acquisition (in collaboration with dedicated Partner BDR) and development of active partners.

• Act as a single point of contact for partners on behalf of aligned cross-functional sales supporting roles.

• Coordinate outreach strategy and partner enablement with cross-functional supporting functions to grow cross-sell/up-sell product adoption.

• Lead frequent discussions (weekly status calls, upsell calls, QBRs) with partners to ensure they are leveraging the Gusto Pro platform to achieve successful business outcomes for their clients and their firm.

• Drive awareness and usage of new or updated Gusto Pro features and integrations to the partners in your book, showcasing how these advancements can benefit their clients.

• Own end-to-end execution of contract renewals and upsells, negotiating mutually beneficial terms and ensuring seamless transitions.

• Collaborate with product, design, and engineering teams to provide informed recommendations for Gusto Pro’s product roadmap, based on partner feedback and market trends, to enhance the partner and client experience.

• Navigate and update internal and external stakeholders, inclusive of C-suite executives at Gusto, partners, and cross-functional teams.

• Communicate and report to leadership on sales activity, pipeline progress, and market trends.

• Travel to meet with prospective partners. This includes representing Gusto at Industry Events and Conferences.

Requirements

• 5+ years of experience as a Partner Manager, Channel Manager, or other Sales-related function.

• A consistent track record of exceeding sales quotas and building long-term client relationships. Including negotiating complex six-figure contracts.

• 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.

• A 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 , across writing, research, prep, and summarization as a core part of your workflow, with a track record of giving clear, useful feedback that helps improve your tools and processes.

• Strong analytical and problem-solving abilities – you're a strategic thinker.

• Work collaboratively but autonomously: asking for what you need, but not expecting micromanagement.

• Experience with CRM and Sales Software (e.g., Salesforce, ZoomInfo, Tableau).

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. Final offer amounts and the exact base/commission split are determined by multiple factors including candidate location, experience, and expertise and may vary from the amounts listed above.