Partner Manager, Gusto Pro
Manages strategic accounting-firm partnerships for Gusto Pro, driving retention, adoption, renewals, upsells, and new partner growth. Requires 5+ years in partner or sales roles, complex contract negotiation experience, accounting-firm expertise, 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.
- Identify risks and opportunities for revenue growth within assigned partner accounts.
- Build territory and account plans and lead Quarterly Business Reviews (QBRs).
- Balance new partner acquisition with development of active partners.
- Serve as the primary partner contact across aligned cross-functional sales roles.
- Coordinate outreach and partner enablement to grow cross-sell and upsell product adoption.
- Lead status calls, upsell discussions, and QBRs focused on partner and client outcomes.
- Promote new and updated Gusto Pro features and integrations.
- Own contract renewals and upsells, including negotiation and execution.
- Collaborate with product, design, and engineering teams on roadmap recommendations based on partner feedback and market trends.
- Communicate with executives, partners, and cross-functional stakeholders.
- Report sales activity, pipeline progress, and market trends to leadership.
- Travel to meet prospective partners and represent Gusto at 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 such as Salesforce, ZoomInfo, and Tableau.
Compensation
- Target on-target earnings (OTE):
- $120,000–$140,000 per year in Phoenix
- $125,000–$150,000 per year in Denver and Atlanta
- $154,000–$182,000 per year in San Francisco and New York
- $120,000–$180,000 CAD per year in Toronto
- Compensation is structured with a target 70% base pay and 30% commission, with uncapped commission potential.
- Final offer amounts and the base/commission split vary based on location, experience, and expertise.
Skills
Partner Management, Channel Management, Sales, Account Planning, Contract Negotiation, CRM, Salesforce, ZoomInfo, Tableau, Artificial Intelligence, Cross-Selling, Upselling, Quarterly Business Reviews, Product Integrations, Pipeline Management
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