Strategic Account Manager



Sales & Business Development
Denver, CO, USA
Posted on Friday, May 10, 2024

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 300,000 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.

Our Partner Sales team is growing and we are excited to hire the next members of our Partner Sales Team. We’re seeking an experienced sales professional 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 larger firms to onboard their entire book of business. It’s your job to understand their needs and the needs of their clients in order to properly convey Gusto’s value proposition. You’ll manage the ongoing relationship with each accounting firm while continuing to work to add new accountants and locations to your growing book of business.

Here’s what you’ll do:

  • Focus on the year over year growth of Gusto’s relationships with strategic accounts including national accounts (IPA 500), top Gold Partner firms, and emerging advisory firms using account plans
  • Strategic Account Planning: Develop and implement strategic account plans to drive business growth and achieve revenue targets.
    • Centralized decision making: identify stakeholders, conduct QBRs, executive calls, team trainings, collateral
    • Decentralized decision making: identify and develop internal champion to leverage introductions across business units and/or offices. Work in partnership with Marketing to create win stories + case studies to circulate across firms to increase partnership awareness and drive YoY growth
    • CAS: Client list analysis, end to end customer journey, advise on creation or acceleration of CAS practices within firms to drive YoY profitability through adoption of People Advisory. Sell and execute strategic sales and marketing programs with top firms to grow their business
    • IPA 50: Navigate approval process including security assessments, risk questionnaires, annual compliance requests, customized reporting. Working with security teams on app provisioning & taking feedback to the GustoPro team to refine product to better enable larger firms
  • Contract Negotiation: Negotiate contract terms and agreements with partners, ensuring mutually beneficial outcomes. Creation and execution of business plans to execute contracts
  • Travel: Attend accounting conferences, identify firm conferences that Gusto can sponsor and that you’ll attend
  • Understand and advise on industry specific tech stacks, tiers & ancillary benefits to create turnkey processes within firms in order to identify clients to grow mutual client base
  • Client Relationship Management: Build and maintain strong relationships with key clients, understanding their business goals, challenges, and objectives.
  • Cross-functional Collaboration: Work closely with internal teams, including sales, marketing, and product development, to ensure seamless delivery of products or services to clients.

Here are the role expectations:

  • Maintain 100% book coverage rate monthly
    • 3 Reseller Meetings daily
    • Recurring calls with >50% of your book of business inclusive of pre-call planning, call execution, post-call follow up and outlining next steps drive YoY growth
    • Multi-threading across decision makers in multiple offices, industries and services
  • Construct, forecast and manage your sales pipeline to meet company goals
  • Deliver comprehensive product demos and answer technical inquiries
  • Contribute accurate records and notes to a team-wide CRM
  • Partner education through webinars, staff trainings & providing collateral
  • Market Intelligence: Stay informed about industry trends, competitor activities, and market conditions to provide strategic insights and recommendations.
  • Forecasting and Reporting: Provide accurate sales forecasts and regular reports on key account metrics to the leadership team.

Here’s what we’re looking for:

  • 6+ Months current tenure within the Partner Sales Team at Gusto as an Account Executive or Account Manager
  • 3+ years of B2B sales experience (SaaS, payroll, HRtech, and industry related experience selling directly to accountants is a bonus)
  • 3+ years of professional quota carrying experience

Our on-target-earning (OTE) cash compensation range for this role is $121,000 per year to $136,000 per year in Denver and most remote locations. Compensation will be comprised of base salary (70% of the OTE) and commissions (30% of the OTE). 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.

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. If you require assistance in filling out a Gusto job application, please reach out to