Account Manager (Gusto Pro - Accountant Partnerships)

About Gusto

Gusto is a modern, online people platform that helps small businesses take care of their teams. On top of full-service payroll, Gusto offers health insurance, 401(k)s, expert HR, and team management tools. Today, Gusto offices in Denver, San Francisco, and New York serve more than 400,000 businesses nationwide.

Our mission is to create a world where work empowers a better life, and it starts right here at Gusto. That’s why we’re committed to building a collaborative and inclusive workplace, both physically and virtually. Learn more about our Total Rewards philosophy. 

About the Role:

The Partner Sales team is growing and we are excited to hire the next members in a variety of locations across the country. We’re seeking sales professionals with a track record of success in achieving new-business and growing a current book of business. The ideal candidate will be driven, organized, and display a natural ability to build rapport and trust. We’re looking for that perfect blend of sales drive coupled with a customer-service mentality that will help us create loyal, happy partners.

Gusto partners with Accountants whose customers are small business owners. You will work with accounting firms to onboard their entire book of business. It’s your job to understand an accountant partner's needs and the needs of their clients in order to properly convey Gusto’s value proposition delivered through the partnership. You’ll manage the ongoing relationship with each new accountant you bring onboard while continuing to work to add new accountants to your growing book of business. 

Here’s what you’ll do day-to-day:

• Nurture Partner Relationships: Manage a high-volume book of business (80–120 partners) and build long-lasting relationships that help accounting firms grow their client base with Gusto.
• Generate New Revenue: Drive business growth through a consultative, high-value sales approach that turns trusted relationships into measurable revenue.
• Empower Partners: Share product updates, best practices, and strategic insights while advocating for partner needs to shape Gusto’s roadmap.
• Strengthen Partnerships: Expand your reach within firms by influencing client adoption and positioning Gusto as the solution of choice.
• Win Competitive Deals: Go head-to-head with industry incumbents and consistently close ~200 client adds per quarter.
• Own the Pipeline: Manage the entire sales cycle from prospecting to close—including compelling product demos and confident handling of technical questions.

Here’s what we're looking for:

• 5+ years of professional sales experience, (preferably in payroll, HCM, SaaS, or HR tech with a focus on accounting firms).
• 2+ years of experience managing a book of business and carrying a quota, preferably focusing on net-new acquisitions.
• A proven track record of exceeding quota in high-volume, high-velocity environments.
• A collaborative mindset—you lift up those around you and enjoy winning as a team.
• A builder’s mentality—excited to shape processes, influence strategy, and lay the foundation for the future of GustoPro Sales.
• Strongly preferred, experience working with accountants, payroll, HR tech, or financial services.

Our cash compensation amount for this role is targeted between $105,000 OTE to $123,000 OTE in Phoenix; $110,000 OTE to $130,000 OTE in Denver, Las Vegas, Atlanta, and Chicago; and $123,000 OTE to $145,000 OTE in NYC. This OTE is structured with a target 60% base pay and 40% commission pay with an uncapped commission structure. Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the amounts listed above.

Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role). The same office expectations apply to all Symmetry roles, Gusto's subsidiary, whose physical office is in Scottsdale.

Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas. 

When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required. This includes non-office days for hybrid employees.

Our customers come from all walks of life and so do we. We hire great people from a wide variety of backgrounds, not just because it's the right thing to do, but because it makes our company stronger. If you share our values and our enthusiasm for small businesses, you will find a home at Gusto. 

Gusto is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Gusto considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you.

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Personal information collected and processed as part of your Gusto application will be subject to Gusto's Applicant Privacy Notice.