Enterprise Account Manager

Summary

Join Gusto as an Enterprise Account Manager and drive the growth of our GustoPro platform with our largest accounting firm partners. You will be responsible for maintaining and expanding revenue, identifying growth opportunities, and building strong relationships with partners at all levels. This role requires leading QBRs, driving usage of new features, managing contract renewals, and collaborating with internal teams. You will provide input on the product roadmap and report on sales activity and market trends. The position involves approximately 20-30% travel. Gusto offers a competitive compensation package and benefits.

Requirements

• 8+ years of experience as an Account Manager, Customer Success Manager, or other Sales-related function
• 3+ years of experience selling to or managing relationships with enterprise-sized businesses, ideally within the accounting or financial services industry
• A consistent track record of exceeding sales quotas and building long-term client relationships. Including negotiating complex six-figure contracts
• Deep understanding of the accounting firm landscape, including their business models, challenges, and technology needs
• Strong ability to articulate contractual, technical, and financial value points to partners, internal senior leaders, and executive leaders
• Consistent track record of hitting or exceeding sales targets in a fast-paced environment
• A strong drive to succeed, and comfortable pushing the pace of action with partners and internal teams
• Strong analytical and problem-solving abilities – you're a strategic thinker
• Work collaboratively but autonomously: asking for what you need, but not expecting micromanagement
• Ability to thrive in a fast-paced, dynamic environment and embrace change
• Experience with CRM and Sales Software (e.g., Salesforce, ZoomInfo, Tableau)

Responsibilities

• Take a portfolio-based approach to your book of business to identify areas of risk and opportunity 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 expansion of GustoPro usage within the firm and introduction to new service offerings for firms and their clients
• Lead frequent discussions (weekly status calls, upsell calls, QBRs) with partners to ensure they are leveraging the GustoPro platform to achieve successful business outcomes for their clients and their firm
• Drive awareness and usage of new or updated GustoPro features and integrations to the partners in your book, showcasing how these advancements can benefit their clients
• Own end-to-end execution of contract renewals and upsells, negotiating mutually beneficial terms and ensuring seamless transitions
• Collaborate with product, design, and engineering teams to provide informed recommendations for GustoPro’s product roadmap, based on partner feedback and market trends, to enhance the partner and client experience
• Navigate and update internal and external stakeholders, inclusive of C-suite executives at Gusto, partners, and cross-functional teams
• Communicate and report to leadership on sales activity, pipeline progress, and market trends
• Travel 20-30% to meet with prospective partners. This includes representing Gusto at Industry Events and Conferences

Benefits

• Our target on-target earnings (OTE) compensation for this role is $181,000/yr to $213,000/yr in Denver & most remote locations, and $212,000/yr to $250,000/yr for San Francisco & New York
• This OTE is structured with a target 60% base pay and 40% commission pay with an uncapped commission structure
• 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)
• When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required