Partner Manager
Manages strategic accounting-firm partnerships for Gusto Pro, driving retention, renewals, upsells, adoption, and new partner growth. Requires 5+ years in partner or sales roles, complex contract negotiation experience, accounting-industry knowledge, and strong CRM and AI workflow proficiency.
About the job
Responsibilities
- Manage a portfolio of Gusto Pro’s largest and most strategic accounting firm partners, identifying risks and revenue-growth opportunities.
- Build territory and account plans and lead Quarterly Business Reviews (QBRs).
- Balance new partner acquisition with development of active partners.
- Serve as the primary point of contact for partners across cross-functional sales teams.
- Coordinate outreach, partner enablement, and cross-sell/up-sell product adoption.
- Lead partner status calls, upsell discussions, and QBRs to drive successful use of the Gusto Pro platform.
- Promote new and updated Gusto Pro features and integrations.
- Own contract renewals and upsells, including negotiation and transition execution.
- Provide partner-informed recommendations to product, design, and engineering teams.
- Communicate with executives, partners, and cross-functional stakeholders.
- Report sales activity, pipeline progress, and market trends to leadership.
- Travel to prospective partners, industry events, and conferences.
Requirements
- 5+ years of experience as a Partner Manager, Channel Manager, or in another sales-related function.
- Track record of exceeding sales quotas and building long-term client relationships.
- Experience negotiating complex six-figure contracts.
- Deep understanding of accounting-firm business models, challenges, and technology needs.
- Ability to articulate contractual, technical, and financial value to partners and senior executives.
- Strong drive, strategic thinking, analytical ability, and problem-solving skills.
- Ability to work collaboratively and autonomously.
- Day-to-day experience integrating AI into writing, research, preparation, and summarization workflows, including providing feedback to improve tools and processes.
- Experience with CRM and sales software.
Compensation
- Phoenix: $120,000–$140,000 annual on-target earnings (OTE).
- Denver and Atlanta: $125,000–$150,000 annual OTE.
- San Francisco and New York: $154,000–$182,000 annual OTE.
- Toronto: $120,000–$180,000 CAD annual OTE.
- OTE is targeted at 70% base pay and 30% commission, with uncapped commission.
Skills
Salesforce, ZoomInfo, Tableau, CRM, AI Tools, Contract Negotiation, Account Management, Partner Enablement, Territory Planning, Sales Quotas
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