Account Manager

Summary

Join Gusto's growing Channel Sales team as a Sales professional responsible for managing and expanding a book of business with accounting partners. You will work with accounting firms to onboard their clients onto Gusto's platform, understanding their needs and conveying the value proposition of Gusto's services. This role involves building strong relationships with accounting partners, engaging with existing partners through a consultative sales process, and keeping them updated on new product developments. You will also be responsible for penetrating accounting firms by convincing additional accountants to join, influencing client additions, and even getting the firm to adopt Gusto internally. The ideal candidate will have a proven track record of exceeding sales quotas in a high-volume, high-velocity environment, be a team player, and be excited to contribute to the growth of the GustoPro Sales team.

Requirements

• 5+ years of professional experience in a sales role
• 2+ years of experience managing a book of business and carrying a quota, preferably focusing on net-new acquisitions
• Previous experience working in any one of the following areas is required
• Top-performer with a track record of consistently exceeding quota in a high volume and high velocity environment for the majority of your career
• A consummate team player who enjoys wearing multiple hats and inspiring everyone around you to do great work
• A builder who is excited to help shape the foundation for the GustoPro Sales team

Responsibilities

• Manage a high volume book of business and build strong, long-lasting relationships with accounting partners to grow their client base on Gusto. On average, you’ll manage 80-120 accounting partners
• Engage and ramp relationships with existing accounting partners through a high velocity consultative sales process where you will average interacting with 200+ clients per quarter
• Keep accounting partners & all active contacts up to date on new product developments & best practices to get the most out of the Gusto People Platform as well as advocating for their needs to inform Gusto’s roadmap
• Penetrate the accounting firm by convincing additional accountants to join, influencing additional client adds, and even getting the firm to adopt Gusto internally
• Win new business in competitive sales against the industry’s incumbent players, averaging around 200 new adds per quarter
• Construct, forecast, and manage your sales pipeline to meet company goals
• Leverage People Advisory and Certification to deepen strategic partnerships
• Deliver comprehensive product demos and answer technical inquiries
• Contribute accurate records and notes to a team-wide CRM

Benefits

• Our cash compensation amount for this role is targeted between $102,000 OTE to $117,000 OTE in Denver and most remote locations
• 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