Account Manager (Gusto Pro - Accountant Partnerships)

About the Role:

The Partner Sales team is growing and we are excited to hire the next members in a variety of locations across the country. We’re seeking sales professionals 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 accounting firms to onboard their entire book of business. It’s your job to understand an accountant partner's needs and the needs of their clients in order to properly convey Gusto’s value proposition delivered through the partnership. You’ll manage the ongoing relationship with each new accountant you bring onboard while continuing to work to add new accountants to your growing book of business. 

Here’s what you’ll do day-to-day:

• 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 expand existing accounting partners through a high value consultative sales process driving net new business through long standing relationships. 
• 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

Here’s what we're looking for:

• 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

Our cash compensation amount for this role is targeted between $105,000 OTE to $123,000 OTE in Phoenix; $110,000 OTE to $130,000 OTE in Denver, Las Vegas, Atlanta, and Chicago; and $123,000 OTE to $145,000 OTE in NYC. This OTE is structured with a target 60% base pay and 40% commission pay with an uncapped commission structure. Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the amounts listed above.