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Gusto is a modern people platform serving 500,000+ small businesses with payroll, health insurance, 401(k)s, HR, and team management tools. The Junior Account Manager role focuses on the Gusto Pro channel, supporting accounting firms and bookkeepers in adopting Gusto for their small business clients.
You will manage a high volume of outbound and inbound communications (phone and email) with channel partners and their clients across the customer journey—discovery, qualification, sales, decision, and onboarding. Approximately 75% of your time is sales-focused; you'll be expected to make at least 70 calls per day. The remaining 25% supports client implementation and account setup.
Key responsibilities include:
- Maintaining detailed Salesforce records for all leads and accounts
- Developing effective phone and email cadences and talk tracks to position Gusto as the preferred payroll and benefits platform
- Educating channel partners about the partnership program, certification process, and GustoPro platform capabilities
- Conducting regular partner discussions to ensure they're leveraging GustoPro effectively for their clients' business outcomes
- Driving awareness and adoption of new GustoPro features and integrations
- Demonstrating customer empathy and product expertise to address partner and client needs
- Refining advisory selling skills to present tailored solutions
- Participating in community and professional development opportunities
You'll need 2+ years of sales experience (inside or outside sales, insurance sales, retention, or customer success preferred), a track record of high-volume outbound prospecting, Salesforce proficiency, and a demonstrated ability to meet or exceed targets. The role is based in Denver, Atlanta, or Phoenix with in-office presence required.
