Partner Manager
Gusto is a payroll and HR platform that helps small businesses pay domestic and international employees, manage benefits, and automate compliance.
Maintainer signals as of 8/14/2026
Projects
About Gusto
Gusto serves small and mid-sized businesses with payroll processing, employee benefits administration, and HR tools in one platform. Users can run payroll, manage health insurance, hire globally, and pay international contractors in local currency or USDC stablecoins. The platform automates payroll tax filings across multiple states and integrates with tools like QuickBooks and Xero.
Skills
Candidate Availability
Required and preferred rules are kept separate and reflect the wording in the original posting.
About the Role
You manage and grow a portfolio of strategic accounting firm partners. You develop account plans, lead business reviews, acquire and develop partners, coordinate enablement, drive product adoption, negotiate renewals and upsells, communicate with executives, provide product feedback, and represent Gusto at industry events.
Requirements
- 5+ years of experience as a Partner Manager, Channel Manager, or in a sales-related function
- Track record of exceeding sales quotas
- Experience building long-term client relationships
- Experience negotiating complex six-figure contracts
- Understanding of accounting firm business models, challenges, and technology needs
- Ability to articulate contractual, technical, and financial value
- Analytical and problem-solving abilities
- CRM and sales software experience
Responsibilities
- Manage a portfolio of strategic accounting firms
- Identify revenue growth opportunities
- Build territory and account plans
- Lead Quarterly Business Reviews
- Acquire and develop partners
- Coordinate outreach and partner enablement
- Drive cross-sell and upsell product adoption
- Lead partner discussions and product demonstrations
- Execute contract renewals and upsells
- Negotiate contract terms
- Provide product roadmap recommendations
- Report sales activity and market trends
- Travel to meet prospective partners and attend industry events
Benefits
- Benefits
- Equity (RSUs)