Hybrid opportunity at
GustoManager, Account Executive Platform Sales
Gusto operates a platform serving over 500,000 small businesses nationwide by managing payroll, health insurance, 401(k) plans, and HR services. The company currently has office locations…
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About This Role
Gusto operates a platform serving over 500,000 small businesses nationwide by managing payroll, health insurance, 401(k) plans, and HR services. The company currently has office locations in Denver, San Francisco, and New York. This full-time position operates under a hybrid schedule. As a sales manager within the Platform Sales division, this role focuses on leading a pod of 10 to 12 Account Executives through high-velocity upsell and cross-sell motions. Team…
Job Description
Gusto operates a platform serving over 500,000 small businesses nationwide by managing payroll, health insurance, 401(k) plans, and HR services. The company currently has office locations in Denver, San Francisco, and New York. This full-time position operates under a hybrid schedule.
As a sales manager within the Platform Sales division, this role focuses on leading a pod of 10 to 12 Account Executives through high-velocity upsell and cross-sell motions. Team members in this position drive revenue expansion by helping small businesses extract more value from the platform using marketing-driven leads and product signals. Artificial intelligence tools are integrated into daily workflows at the company, and staff are expected to engage with these technologies.
The position suits an experienced sales leader who excels at coaching team members to hit multi-product quotas, monitoring pipeline health, and tracking activity metrics such as dials. Beyond managing the direct report pod, the role requires owning several team-level OKRs and collaborating closely with departments like Product, Product Marketing, Revenue Operations, and Sales Enablement to shape overall sales strategy and product positioning.
Responsibilities
- Supervise a pod of 10 to 12 quota-carrying Account Executives
- Coach representatives on multi-product quota achievement, pipeline health, and activity metrics including dials
- Conduct weekly one-on-one sessions, call reviews, and coaching debriefs
- Run roleplay sessions for representatives in growth stages and lead weekly team syncs
- Collaborate with Revenue Operations, Product Marketing, Product, and Sales Enablement to guide product positioning and sales strategies
- Take direct responsibility for two to three active team objectives and key results
- Deliver quarterly professional development plans for team members
- Engage actively with role-relevant artificial intelligence tools
Requirements
- Three to five or more years of experience managing a quota-carrying software-as-a-service sales team consisting of ten or more representatives
- Background in high-velocity upsell and cross-sell sales motions
- Direct experience owning objectives and key results
- Demonstrated ability to coach staff on pipeline management and activity metrics such as dials
- Capacity to collaborate across departments with Revenue Operations, Product Marketing, Product, and Sales Enablement
- Compliance with hybrid office attendance expectations requiring work from designated office locations approximately two to three days per week when based in Denver, San Francisco, or New York City
- Provision of a secure, reliable, and consistent internet connection for remote work days
Qualifications
- Prior work experience involving multi-product software-as-a-service offerings
Core Skills
Benefits
- Competitive base pay
- Employee benefits
- Equity in the form of restricted stock units
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
What is the employment type for this position?
This is a full-time position.
Is this job remote or on-site?
The role follows a hybrid remote status. Employees based in Denver, San Francisco, or New York City are expected to work from the office approximately two to three days per week or more depending on the role, and remote days require a secure and reliable internet connection.
What is the salary range for this role?
The specific salary range is not stated overall, though the cash compensation range for On-Target Earnings is listed as $143,675 to $176,000 in Denver and Atlanta, and $126,530 to $155,000 in Phoenix, with final offers determined by factors such as location and experience.
What experience is required for this role?
Candidates must have three to five or more years of experience leading a quota-carrying software-as-a-service sales team of ten or more representatives in a high-velocity upsell and cross-sell motion, along with direct ownership of objectives and key results.
Sample Interview Questions
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