Partner Manager

Gusto is on a mission to grow the small business economy, handling payroll, health insurance, 401(k)s, and HR for over 500,000 small businesses nationwide. All full-time employees receive competitive base pay, benefits, and equity (RSUs).

As a Partner Manager, you will drive strategy and growth for a portfolio of Gusto Pro's largest and most strategic accounting firm partners. You will maintain and expand revenue and usage, identify and pitch growth opportunities, and build deep relationships from staff accountants to managing partners. You will use AI-powered workflows daily and collaborate cross-functionally with senior team members to evolve the Gusto Pro product roadmap.

Gusto Pro is a cloud-based platform for accounting firms, streamlining payroll, people operations, and advisory services with client dashboards, automated workflows, robust reporting, and integrations.

• Take a portfolio-based approach to identify risks and revenue growth opportunities.
• Build territory and account plans, lead Quarterly Business Reviews (QBRs).
• Balance new partner acquisition and development of active partners.
• Act as single point of contact for partners, coordinate cross-functional outreach and enablement.
• Lead weekly status calls, upsell calls, and QBRs to ensure platform adoption.
• Drive awareness of new features and integrations.
• Own contract renewals and upsells, negotiating terms.
• Collaborate with product, design, and engineering on roadmap recommendations.
• Navigate internal and external stakeholders, including C-suite executives.
• Report on sales activity, pipeline progress, and market trends.
• Travel to meet prospective partners and represent Gusto at industry events.

• 5+ years of experience as a Partner Manager, Channel Manager, or Sales-related function.
• 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.
• Strong ability to articulate contractual, technical, and financial value points.
• Proven experience integrating AI into daily work (writing, research, prep, summarization).
• Strong analytical and problem-solving abilities.
• Experience with CRM and Sales Software (e.g., Salesforce, ZoomInfo, Tableau).

OTE: $120,000–$140,000/yr in Phoenix; $125,000–$150,000/yr in Denver & Atlanta; $154,000–$182,000/yr in San Francisco & New York; $120,000–$180,000 CAD for Toronto. Structured with 70% base and 30% commission, uncapped. Full-time employees receive competitive base pay, benefits, and equity (RSUs).

Apply via the Gusto Greenhouse job posting.