Partner Manager

Role Overview

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. You will maintain and expand current revenue and usage within these firms, as well as identify, pitch, and facilitate growth opportunities. You will build deep relationships at all levels of a partner organization, from staff accountants to managing partners, and adeptly manage complex partner relationships and product configurations. You will also work cross-functionally with senior members of Gusto’s team to strengthen the partner relationship, coordinate joint efforts, and provide input as we evolve our Gusto Pro product roadmap and processes.

What You Will Do

You will 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. You will 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. You will balance both new partner acquisition and development of active partners, act as a single point of contact for partners on behalf of aligned cross-functional sales supporting roles, and coordinate outreach strategy and partner enablement with cross-functional supporting functions to grow cross-sell/up-sell product adoption.

Why It Might Be a Fit

You will lead frequent discussions with partners to ensure they are leveraging the Gusto Pro platform to achieve successful business outcomes for their clients and their firm. You will 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. You will own end-to-end execution of contract renewals and upsells, negotiating mutually beneficial terms and ensuring seamless transitions.

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
• 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
• Strong analytical and problem-solving abilities – you’re a strategic thinker
• Experience with CRM and Sales Software (e.g., Salesforce, ZoomInfo, Tableau)

Benefits

• Competitive base pay
• Benefits
• Equity (RSUs)