Partnerships Manager

Summary

Join Gusto's growing Channel Development team as a Partner Manager and drive significant revenue growth through strategic partnerships within the accounting segment. You will be responsible for identifying, cultivating, and managing key partnerships, enhancing our ecosystem, and delivering exceptional value to our customers. This role demands strong cross-functional collaboration, strategic thinking, and the ability to craft complex initiatives. You will actively track sales leads, manage contracts, and meet or exceed monthly/annual goals. The ideal candidate possesses extensive experience in relationship management, sales, or partner management within the accounting industry, along with proven success in structuring agreements and managing complex projects. Gusto offers a competitive salary, benefits, and a dynamic work environment.

Requirements

• Minimum of 7+ years of Relationship Management, Sales, and/or partner management, preferably within the accounting industry; fintech experience preferred
• Experience with Salesforce CRM a must
• Experience structuring agreements and unit economics to drive optimal results
• Quick learner who collaborates well with others
• Ability to work cross-functionally and manage multiple projects simultaneously
• You are able to thrive in a fast paced, rapidly changing GTM environment - you move quickly, think strategically and excel at tactical execution
• Understanding of APIs and technical integrations
• You are a self-motivated, self-directed and resourceful professional ready to grow your career
• Ability to manage high volume of work while maintaining a high degree of responsiveness
• 30% travel required

Responsibilities

• Utilize CRM to actively track and analyze sales leads and customer interactions to enhance business relationships with customers and drive sales growth
• Monthly and quarterly performance governance to ensure growth targets are on track
• Regular contract management to ensure Gusto and partner are delivering against the contractual commitments within the MSA or any other contractual agreements
• Meet or exceed monthly annual goals by accurately forecasting, effectively managing a pipeline of opportunities, and managing a full-cycle partnership; from prospect to ongoing development
• Initiative planning - Build comprehensive GTM strategy for growth and expansion with individual partners
• Stay informed about industry trends, competitive landscapes, and emerging technologies
• Analyze and report on leads generated through assigned partners, forecast for strategic changes and report on key metrics
• Be a consultative thought-partner with your team, as well as with cross-functional team members to drive growth and close rates for partner prospects
• Manage partner deliverables in the sales process including executive calls, review of new and existing embedded payroll pipelines

Benefits

• Our cash compensation amount for this role is targeted at $141,000 - $172,000 in San Francisco and New York, and $116,000 - $142,000 in Denver and most remote locations
• 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)