Partner Manager, Gusto Pro

Gusto · Atlanta, GA - Remote; Denver, CO - Hybrid; New York, New York, United States; Phoenix, AZ - Remote; San Francisco, CA - Hybrid; Toronto, Ontario - RemoteRemotemid

In short

▸Gestión estratégica de grandes firmas contables como socios clave de Gusto Pro.
▸Días a día: revisión de cuentas, reuniones de crecimiento, alineación con equipos internos y uso de IA para optimizar ventas.
▸Lo destacado: trabajar con sistemas de IA para identificar ineficiencias y influir en la evolución del producto.

Proficiency in English required for partner communication and collaboration.

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What they ask for

✓Experiencia previa en gestión de partners o cuentas clave en SaaS.
✓Habilidades avanzadas de comunicación y negociación con stakeholders de alto nivel.
✓Capacidad para desarrollar planes estratégicos por territorio y ejecutar QBRs.
✓Experiencia en soluciones de software para contadores o servicios para PYMES.
✓Capacidad para trabajar con herramientas de IA en el flujo de trabajo diario.
✓Orientación a resultados y gestión de múltiples prioridades simultáneas.

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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 integrat

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