Partner Manager, Gusto Pro

Partner Manager, Gusto Pro

At Gusto, we're on a mission to grow the small business economy by handling the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. As a Partner Manager, you will drive the strategy and growth of a portfolio of Gusto Pro's largest and most strategic accounting firm partners.

Responsibilities

• 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.
• Balance both new partner acquisition 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.
• Drive awareness and usage of new or updated Gusto Pro features and integrations to the partners in your book.
• Own end-to-end execution of contract renewals and upsells, negotiating mutually beneficial terms.
• Collaborate with product, design, and engineering teams to provide informed recommendations for Gusto Pro’s product roadmap.
• 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 and represent Gusto at Industry Events and Conferences.

Requirements

• 5+ years of experience as a Partner Manager, Channel Manager, or other Sales-related function.
• 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.
• 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).

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