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Salary: USD 143,675 - 176,000 / annual
Gusto is seeking a Manager for Account Executive Platform Sales to lead a quota-carrying pod of 10-12 Account Executives focused on high-velocity upsell and cross-sell motions within Gusto's platform. You will be responsible for coaching your team to multi-product quota attainment, pipeline management, and activity metrics like dials. Your responsibilities include running weekly 1:1s with each team member, conducting call review and coaching debriefs, facilitating roleplays for growing AEs, and leading weekly pod syncs.
Beyond direct team management, you will own cross-functional relationships with RevOps, PMM, Product, and Sales Enablement, shaping strategy for both your pod and the broader Platform Sales direction. You will carry DRI (Directly Responsible Individual) ownership on 2-3 active OKRs, including agent builds, cross-functional strategy sessions, and initiative follow-through.
Gusto is on a mission to grow the small business economy by handling payroll, health insurance, 401(k)s, and HR so business owners can focus on their core work. The company supports over 500,000 small businesses nationwide with teams in Denver, San Francisco, and New York. Platform Sales is scaling to approximately 54 team members across 5 pods, each led by a manager who combines quota-carrying sales coaching with strategic ownership over products and processes.
The role is hybrid, with expectations to work from the office 2-3 days per week at your designated location (Atlanta, Denver, or Scottsdale). All full-time employees receive competitive base pay, benefits, and equity (RSUs). AI fluency is expected as a fundamental part of how work gets done at Gusto.
REQUIREMENTS:
- 3-5+ years leading a quota-carrying SaaS sales team of 10+ reps in a high-velocity upsell/cross-sell motion
- Direct ownership of OKRs and experience coaching to pipeline management and activity metrics (e.g., dials)
- Multi-product SaaS experience is a plus
- Strong cross-functional collaborator, comfortable partnering with RevOps, PMM, Product, and Sales Enablement
