The Role Manage and grow a portfolio of strategic accounting firm partners for Gusto Pro. Responsibilities include account planning, QBRs, partner acquisition, renewals, upsells, contract negotiation, enablement, product adoption, executive relationship management, pipeline reporting, and cross-functional product feedback. The role requires frequent partner engagement, AI-enabled workflows, CRM and sales software experience, and travel to partner meetings and industry events. Summary Generated by Built In About Gusto At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve. All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy . AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process. About the

Role:

As a Partner Manager at Gusto, you will be responsible for driving the strategy and growth of a portfolio of Gusto Pro's largest and most strategic accounting firm partners. In this role, you will be responsible for maintaining and expanding current revenue and usage within these firms, as well as identifying, pitching, and facilitating growth opportunities. You should be comfortable building deep relationships at all levels of a partner organization, from staff accountants to managing partners, and adept at managing complex partner relationships and product configurations. Use AI-powered workflows as a core part of how you sell: running assigned tools daily, surfacing friction and inefficiencies as you find them, and collaborating with your team to influence what gets built or improved next. You will also work cross-functionally with senior members of Gusto's team to strengthen the partner relationship, coordinate joint efforts, and provide input as we evolve our Gusto Pro product roadmap and processes. About the

Team:

Gusto Pro is a game-changing, cloud-based platform built specifically for accounting firms. It empowers firms to streamline payroll, people operations, and advisory services for their clients, all within a single, integrated platform. Gusto Pro boasts powerful features like client dashboards, automated workflows, robust reporting, and seamless integrations with other accounting software, enabling firms to elevate their client service and skyrocket their practice growth. Learn more about Gusto Pro Here's what you'll do day-to-day: Take a portfolio-based approach to your book of business to identify areas of risk and opportunities for revenue growth within your assigned accounting firms. Build detailed territory and account plans to lead Quarterly Business Reviews (QBRs) within your large partner portfolio to identify opportunities for growth, including aligning the Gusto Pro Partner Program with the partners strategic growth objectives. Balance both new partner acquisition (in collaboration with dedicated Partner BDR) and development of active partners. Act as a single point of contact for partners on behalf of aligned cross-functional sales supporting roles. Coordinate outreach strategy and partner enablement with cross-functional supporting functions to grow cross-sell/up-sell product adoption. Lead frequent discussions (weekly status calls, upsell calls, QBRs) with partners to ensure they are leveraging the Gusto Pro platform to achieve successful business outcomes for their clients and their firm. Drive awareness and usage of new or updated Gusto Pro features and integrations to the partners in your book, showcasing how these advancements can benefit their clients. Own end-to-end execution of contract renewals and upsells, negotiating mutually beneficial terms and ensuring seamless transitions. Collaborate with product, design, and engineering teams to provide informed recommendations for Gusto Pro's product roadmap, based on partner feedback and market trends, to enhance the partner and client experience. Navigate and update internal and external stakeholders, inclusive of C-suite executives at Gusto, partners, and cross-functional teams. Communicate and report to leadership on sales activity, pipeline progress, and market trends. Travel to meet with prospective partners. This includes representing Gusto at Industry Events and Conferences. Here's what we're looking for: 5+ years of experience as a Partner Manager, Channel Manager, or other Sales-related function. A consistent track record of exceeding sales quotas and building long-term client relationships. Including negotiating complex six-figure contracts. Deep understanding of the accounting firm landscape, including their business models, challenges, and technology needs. Strong ability to articulate contractual, technical, and financial value points to partners, internal senior leaders, and executive leaders. A strong drive to succeed, and comfortable pushing the pace of action with partners and internal teams. Proven, day-to-day experience integrating AI into how you work — across writing, research, prep, and summarization as a core part of your workflow, with a track record of giving clear, useful feedback that helps improve your tools and processes. Strong analytical and problem-solving abilities - you're a strategic thinker.

Work collaboratively but autonomously:

asking for what you need, but not expecting micromanagement. Experience with CRM and Sales Software (e.g., Salesforce, ZoomInfo, Tableau). Proven, day-to-day experience integrating AI into how you work — across writing, research, prep, and summarization as a core part of your workflow, with a track record of giving clear, useful feedback that helps improve your tools and processes. Our target on-target earnings (OTE) compensation for this role is $120,000/yr to $140,000/yr in Phoenix, $125,000/yr to $150,000/yr in Denver & Atlanta, $154,000/yr to $182,000/yr for San Francisco & New York and $120,000 to $180,000 CAD for Toronto. This OTE is structured with a target 70% base pay and 30% commission pay with an uncapped commission structure. Final offer amounts and the exact base/commission split are determined by multiple factors including candidate location, experience, and expertise and may vary from the amounts listed above. At Gusto, we don't use titles the traditional way, as a signal of rank or hierarchy. Instead, our titles describe two things at once — your craft (what you do, e.g. Engineering, Design) and your scope of ownership (what you're accountable for) — which is why you'll see something like "Head of X" instead of a rank word like "Director" that tells you neither. Because of this, the title on this posting may look different from what you'd expect based on the scope and seniority of the role, and from how similar roles are typically titled elsewhere. If you have questions about how this role compares to your current title or level, your recruiter can help translate. Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role). The same office expectations apply to all Symmetry roles, Gusto's subsidiary, whose physical office is in Scottsdale.

Note:

The San Francisco office expectations encompass both the San Francisco and San Jose metro areas. When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required. This includes non-office days for hybrid employees. Reliable, consistent presence: We expect regular and predictable attendance, whether you're working in-office, hybrid, or fully remote, so that you stay closely connected to your team, customers, and stakeholders in real time and ensure colleagues and customers receive the timely support and responsiveness they deserve. Our customers come from all walks of life and so do we. We hire great people from a wide variety of backgrounds, not just because it's the right thing to do, but because it makes our company stronger. If you share our values and our enthusiasm for small businesses, you will find a home at Gusto. Gusto is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Gusto considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you. Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer. Personal information collected and processed as part of your Gusto application will be subject to Gusto's Applicant Privacy Notice. Read Full Description Skills Required 5+ years of experience as a Partner Manager, Channel Manager, or in another sales-related function Consistent 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 points to partners and executive leaders Strong drive to succeed and ability to push the pace of action with partners and internal teams Day-to-day experience integrating AI into writing, research, preparation, and summarization workflows Track record of providing useful feedback to improve AI tools and processes Strong analytical and problem-solving abilities Strategic thinking ability Ability to work collaboratively and autonomously without micromanagement Experience with CRM and sales software such as Salesforce, ZoomInfo, or Tableau What the Team is Saying Achint Head of Risk Engineering The biggest surprise in my career journey here has been the unexpected depth of my growth in Dreaming Big and Making It Real. It's been incredibly rewarding to see how this non-technical skill set has directly translated into a significant ability to influence our product strategy, ensuring we always remain resolutely customer-centric. Achint Head of Risk Engineering The biggest surprise in my career journey here has been the unexpected depth of my growth in Dreaming Big and Making It Real. It's been incredibly rewarding to see how this non-technical skill set has directly translated into a significant ability to influence our product strategy, ensuring we always remain resolutely customer-centric. Alyssa Software Engineer Gusto has a fantastic culture in large part because of the outstanding engineers we hire. These colleagues have significantly contributed to my growth by offering valuable learning resources, engaging in technical discussions, and providing growth opportunities. Anabelle Customer Care Lead Every decision that we make is based on our Gustomer's wellbeing and Gusties have strong x-functional collaboration that allows teams to problem solve together. Similar to my previous answer, Gusties are always willing to lend a hand, find the time and share best practices to make everyone grow within their role or problem-solve quickly. Hugo Software Engineer What gets me excited about my work at Gusto is the fact that my dad has his own business, and I myself have tried to start my own business. So I know the pain points around making payroll, paying taxes, and hiring — they're all part of growing a small business! I naturally see me and my dad as potential end users as I build Gusto. Komaron Engineering People Leader Gusto has supported my growth by creating an environment where mentorship and collaboration are key priorities. I've had the opportunity to lead projects such as setting API standards and managing version deprecation efforts, which have really helped me level up in systems thinking and figure out how to influence beyond just my own team. Lisa Data Scientist I've been pleasantly surprised by how collaborative people have been. In some industries, people leave you to fend for yourself. But at Gusto, people are genuinely willing to help nudge you toward growth. I've had the privilege of working with some of the smartest, most humble people I've ever met. Maham Software Engineer One thing I love about Gusto is that when I express what I want to work on, it's taken seriously. Not only am I given the opportunity, but I'm also set up with the best chance to succeed. All of my managers have done a great job of not just getting things done, but also aligning with what the engineers want. Matan Software Engineer When I started, we had thousands of customers; now it's hundreds of thousands. That changes how you approach everything. A tiny performance tweak can add up to a massive improvement for our customers. Ryan Software Engineer I think Gusto and my manager chain really 'let me be myself,' which lets me work at my maximum capabilities and leverage many of the non-purely engineering skills I have. Shaun Software Engineer I'm still here because I get to solve hard problems every day. Payroll and HR might sound mundane, but the challenges are intriguing, and my work is profoundly impactful: people receive their paychecks and access healthcare because of what I do. Gusto Compensation & Benefits Highlights Healthcare Strength — Healthcare coverage is presented as comprehensive, including medical, dental, and vision for employees and dependents, plus mental health resources and family‑planning and gender‑affirming care. Plan options are described as broad and generally well regarded. Parental & Family Support — Family support is emphasized through paid parental leave alongside fertility and family‑planning benefits. These offerings are often highlighted as a strong point of the package. Leave & Time Off Breadth — Time away includes paid vacation, sick time, holidays, bereavement leave, additional paid leaves, and sabbaticals. The breadth of leave is commonly portrayed as a meaningful advantage. Learn more about Gusto's Compensation & Benefits → Gusto Insights What's It Like to Work at Gusto? Gusto Culture & Values Gusto Career Growth & Development What's the Work-Life Balance Like at Gusto? Gusto Leadership & Management Gusto Company Growth, Stability & Outlook View all jobs at Gusto View Gusto Profile Report Job