Sales Director: Dedicated Accounts

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 .
Gusto is seeking a new experienced Sales Leader with a track record as a cross-functional leader and change agent to expand our channel distribution strategies with our current and growing base of channel partners. Gusto Pro revenue consists of revenue generated from new and existing Gusto customers co-owned by our channel distribution partners, including our largest channel business: Accounting Firms. In this role, you will lead a team of Sales Managers and their teams of Account Managers who manage dedicated books of business with our Accountant partners in serving or referring their business clients with the Gusto Pro offering.
Specific capabilities and areas of responsibility:
Sales Leadership. Empowers high performing sales teams (2nd line leader) focused on Account Management / Expansion. Manages dedicated account functions, and upskills the teams to unlock business from existing partnerships with Accounting firms. Oversees all performance, hiring and development on the teams (Account Managers and Frontline Sales Managers). Manages teams to consistent best practices using data, customer empathy, and sales skill. Sets the tone and facilitates successful change management. Collaborates seamlessly with strategy operations and enablement functions. Speaks authoritatively regarding team performance and opportunities, cross-functionally and to Revenue leadership.
Sales Standards, Process, and Operations. Beyond simply leading a sales team, identifies potentially winning sales tactics and collaborates with strategy sales operations, enablement, compensation, people team, and finance to improve sales performance and contribution.
Sales Performance Reporting & Forecasting. Sweats the numbers daily, assessing what's working and not, comparing across Account Managers and teams, identifying things to amplify or course correct, and working with and through direct report Frontline Sales Managers to improve performance. Runs predictable sales forecasting that aims to drive growth and continuous improvement (vs. solely projecting attainment).
Role Structure and Org Design
This role reports into the Head of Gusto Pro Sales, who in turn reports to our Head of Subscription Sales, who is empowered by the Head of Revenue (external: Chief Revenue Officer). The team will have 3 sales teams managed by 1st line sales managers on day 1, with more to build over time. The team on day 1 will have approximately 25 team members.
The position can be remote, and travel will be required (approximately quarterly, focusing on Gusto office locations SF, NY, Denver as well as conferences, events, and customer visits).
Experience and Qualifications

• 7+ years of relevant sales experience with 5+ years managing sales teams
• Track record growing sales-led channel businesses in a leadership position including specific contributions and responsibilities for sales talent, tactics, and performance
• High energy, high integrity. Able to motivate and inspire with a track record of building high-performance team cultures
• Proven ability to build a pipeline and achieve revenue targets in a predictable way
• Mathematical mindset with an orientation on repeatability. Excellent at using data to solve problems and drive decision making
• Passion for achieving impact and results that is driven by an entrepreneurial mindset
• A strong communicator (both written and verbal); strong social selling and persuasion skills
• Adaptable sales leader who can upskill teams to deeply penetrate existing partnerships ranging from small to mid-market accounts.
• Passionate about Gusto's mission and the impact we can have on the world
• Experience with accounting professionals or franchise distribution a plus

Our base salary cash compensation range for this role is $180,000 to $225,000 OTE (on target earnings) in Denver and most other remote locations, and $205,000 to $250,000 OTE in San Francisco and New York City. There is a 60/40 split on base /commission. 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 [email protected].