As a Partner Manager at Gusto, you will be responsible for driving the strategy and growth of a portfolio of Gusto Pro’s largest and most strategic accounting firm partners
In this role, you will be responsible for maintaining and expanding current revenue and usage within these firms, as well as identifying, pitching, and facilitating growth opportunities
Use AI-powered workflows as a core part of how you sell: running assigned tools daily, surfacing friction and inefficiencies as you find them, and collaborating with your team to influence what gets built or improved next
You will also work cross-functionally with senior members of Gusto’s team to strengthen the partner relationship, coordinate joint efforts, and provide input as we evolve our Gusto Pro product roadmap and processes
Take a portfolio-based approach to your book of business to identify areas of risk and opportunities for revenue growth 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 aligning the Gusto Pro Partner Program with the partners strategic growth objectives
Balance both new partner acquisition (in collaboration with dedicated Partner BDR) and development of active partners
Act as a single point of contact for partners on behalf of aligned cross-functional sales supporting roles
Coordinate outreach strategy and partner enablement with cross-functional supporting functions to grow cross-sell/up-sell product adoption
Lead frequent discussions (weekly status calls, upsell calls, QBRs)



with partners to ensure they are leveraging the Gusto Pro platform to achieve successful business outcomes for their clients and their firm
Drive awareness and usage of recent or updated Gusto Pro 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 Gusto Pro’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 to meet with prospective partners. This includes representing Gusto at Industry Events and Conferences

Benefits

Gender-affirming care and support

Family care and support, including family planning and fertility benefits

A variety of mental health resources

Medical, dental,



and vision insurance for employees and dependents

Free meals and refreshments at the office (conversation and community is an added bonus!)

Paid vacation, sick time, bereavement, and holidays, paid leaves, sabbatical, and more

You should be comfortable building deep relationships at all levels of a partner organization, from staff accountants to managing partners, and adept at managing complex partner relationships and product configurationsExperience with CRM and Sales Software (e.g., Salesforce, ZoomInfo, Tableau)Strong analytical and problem-solving abilities – you’re a strategic thinkerDeep understanding of the accounting firm landscape, including their business models, challenges, and technology needsProven, day-to-day experience integrating AI into how you work — across writing, research, prep, and summarization as a core part of your workflow, with a track record of giving clear, useful feedback that helps improve your tools and processesA consistent track record of exceeding sales quotas and building long-term client relationships. Including negotiating complex six-figure contracts5+ years of experience as a Partner Manager, Channel Manager, or other Sales-related functionA strong drive to succeed, and comfortable pushing the pace of action with partners and internal teamsStrong ability to articulate contractual, technical, and financial value points to partners, internal senior leaders, and executive leadersWork collaboratively but autonomously: asking for what you need, but not expecting micromanagement

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📌 Partner Manager (Ontario)
🏢 Gusto
📍 Ontario