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Gusto is seeking an experienced Partner Manager to drive strategy and growth across a portfolio of Gusto Pro's largest accounting firm partners. Gusto Pro is a cloud-based platform purpose-built for accounting firms, enabling them to streamline payroll, HR, and advisory services within a single integrated system.
In this role, you will own the full lifecycle of strategic partner relationships—from identifying growth opportunities to executing contract renewals and upsells. You'll maintain and expand revenue and usage within assigned firms by building deep relationships across all organizational levels, from staff accountants to managing partners. Your responsibilities include conducting Quarterly Business Reviews (QBRs), developing territory and account plans, and balancing new partner acquisition with expansion of existing accounts.
Day-to-day, you'll lead frequent partner discussions (weekly calls, upsells, QBRs), drive awareness of new Gusto Pro features and integrations, and act as the primary point of contact for partners. You'll coordinate cross-functional enablement efforts to grow product adoption and collaborate with product, design, and engineering teams to inform the roadmap based on partner feedback and market trends. You'll also represent Gusto at industry events and conferences, requiring travel to meet prospective partners.
Gusto emphasizes AI fluency as a core competency—you'll use AI-powered workflows daily, surface friction points, and collaborate with your team to influence product improvements. You'll navigate complex stakeholder environments, communicating with C-suite executives, partners, and cross-functional teams while reporting on sales activity, pipeline progress, and market trends.
The role requires 5+ years in partner management, channel management, or related sales functions, with a proven track record of exceeding quotas and negotiating complex six-figure contracts. Deep understanding of accounting firm business models, challenges, and technology needs is essential. You should be able to articulate contractual, technical, and financial value to diverse audiences.
