Remote opportunity at
GustoPartner Manager, Gusto Pro
Gusto is looking for a remote Partner Manager for Gusto Pro to oversee, expand, and cultivate strategic accounting firm accounts. Operating within the small business sector,…
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About This Role
Gusto is looking for a remote Partner Manager for Gusto Pro to oversee, expand, and cultivate strategic accounting firm accounts. Operating within the small business sector, Gusto provides an administrative platform handling payroll, health insurance, retirement plans, and HR to help over 500,000 businesses. This position centers on managing a dedicated portfolio of large accounting partners, maximizing platform usage, handling contract renewals, and steering growth strategies. The ideal candidate possesses…
Job Description
Gusto is looking for a remote Partner Manager for Gusto Pro to oversee, expand, and cultivate strategic accounting firm accounts. Operating within the small business sector, Gusto provides an administrative platform handling payroll, health insurance, retirement plans, and HR to help over 500,000 businesses. This position centers on managing a dedicated portfolio of large accounting partners, maximizing platform usage, handling contract renewals, and steering growth strategies.
The ideal candidate possesses a strong background in sales or channel management, coupled with a solid comprehension of accounting workflows and the financial technology needs of firms. Day-to-day operations involve frequent client communication, executing Quarterly Business Reviews, facilitating product adoption, and actively utilizing AI-powered tools for writing, research, preparation, and workflow management. The role requires strategic thinking, self-direction, and collaboration across internal product, design, and engineering teams to relay market feedback and influence product development.
Full-time team members enjoy base pay, commission structures, and equity compensation. While the position is remote, candidates may be subject to location-specific considerations and travel requirements for industry events and partner visits.
Responsibilities
- Manage a designated portfolio of accounting firms to drive revenue expansion and platform utilization
- Formulate territory and account strategies to lead Quarterly Business Reviews with partners
- Serve as the primary point of contact for assigned accounts, coordinating with cross-functional support teams
- Host routine check-ins, status calls, and upsell discussions to ensure positive client outcomes
- Promote awareness and adoption of newly released features and software integrations
- Manage the complete lifecycle of contract renewals and upsell negotiations
- Partner with product, design, and engineering teams to share market feedback and shape product roadmaps
- Travel for partner meetings and represent the company at industry events and conferences
Requirements
- Minimum of 5 years of professional experience working as a Partner Manager, Channel Manager, or in another sales capacity
- Demonstrated ability to surpass sales goals and negotiate six-figure agreements
- Comprehensive familiarity with the accounting firm sector, operational models, and technology requirements
- Active, day-to-day utilization of AI tools for tasks like writing, research, and meeting preparation
- Proficiency with CRM and sales platforms such as Salesforce, ZoomInfo, and Tableau
Core Skills
Benefits
- Competitive base salary with target on-target earnings depending on location
- Uncapped commission structure with a target split of 70 percent base and 30 percent commission
- Equity in the form of Restricted Stock Units
Frequently Asked Questions
What is the remote policy for this role?
This is listed as a remote position, though travel is required to meet prospective partners and represent the company at industry events and conferences.
What compensation is offered for the Partner Manager role?
Target on-target earnings vary by location, ranging from $120,000 to $150,000 per year in US cities like Phoenix, Denver, and Atlanta, up to $182,000 in San Francisco and New York, and between $120,000 and $180,000 CAD in Toronto, featuring an uncapped commission structure.
How many years of experience are required?
Applicants must have at least five years of experience operating as a Partner Manager, Channel Manager, or in a related sales role.
What employment type is this position?
This is a full-time employment opportunity.
Sample Interview Questions
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