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Partner Manager

1 week, 2 days ago
United States, Canada
Full-time
Senior
Partnerships Manager
Sales and Business Development
CRM Salesforce Tableau
Apply Now
Gusto

Gusto

Gusto is a modern, online people platform that helps small businesses take care of their teams. They offer full-service payroll, health insurance, 401(k)s, expert HR, and team management tools. With a mission to create a world where work empowers a bet...

Professional Services
1K-5K
Founded 2011
$746M raised
View All Jobs 13

Description

  • Manage a portfolio of strategic accounting firm partners to identify risks, growth opportunities, and expansion paths.
  • Build territory and account plans and lead Quarterly Business Reviews (QBRs) for your partner portfolio.
  • Balance new partner acquisition with development and expansion of existing partners.
  • Serve as the primary point of contact for partners and coordinate across internal sales and support teams.
  • Drive partner enablement and cross-sell/up-sell adoption through coordinated outreach strategies.
  • Lead regular partner discussions, including weekly status calls, upsell calls, and QBRs.
  • Promote awareness and usage of new and updated Gusto Pro features and integrations.
  • Own contract renewals and upsells end to end, including negotiation of terms.
  • Collaborate with product, design, and engineering teams to share partner feedback and influence the roadmap.
  • Communicate partner updates, 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 role.
  • A consistent track record of exceeding sales quotas and building long-term client relationships.
  • Experience negotiating complex six-figure contracts.
  • Deep understanding of the accounting firm landscape, including business models, challenges, and technology needs.
  • Strong ability to articulate contractual, technical, and financial value points to partners and executives.
  • Proven day-to-day experience integrating AI into work across writing, research, preparation, and summarization.
  • Experience using CRM and sales software such as Salesforce, ZoomInfo, or Tableau.
  • Strong analytical and problem-solving abilities.
  • Ability to work collaboratively and autonomously without micromanagement.
  • Availability and willingness to travel to partner meetings and industry events.
  • Preferred: Experience with AI-powered workflows and giving feedback that improves tools and processes.

Benefits

  • Competitive base pay plus equity (RSUs) for full-time employees.
  • Uncapped commission structure with target compensation based on location.
  • Hybrid office schedule for employees in Denver, San Francisco, and New York City, typically 2-3 days per week.
  • Remote work is allowed in approved locations with a secure, reliable internet connection.
  • Health insurance, 401(k), and HR support through Gusto’s broader employee benefits offerings.
  • Opportunity to work at a company that supports more than 400,000 small businesses nationwide.

Interested in this position?

Apply directly on the company website

Apply Now

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