Enterprise Account Manager, GustoPro

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 400,000 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. 

What is GustoPro?

GustoPro is a game-changing, cloud-based platform built specifically for accounting firms. It empowers firms to streamline payroll, people operations, and advisory services for their clients, all within a single, integrated platform. GustoPro boasts powerful features like client dashboards, automated workflows, robust reporting, and seamless integrations with other accounting software, enabling firms to elevate their client service and skyrocket their practice growth. Learn more about GustoPro

About the Role:

As an Enterprise Account Manager at Gusto, you will be responsible for driving the strategy and growth of a portfolio of GustoPro'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. 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 configurations. 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 GustoPro product roadmap and processes.

Here’s what you’ll do day-to-day:

• Take a portfolio-based approach to your book of business to identify areas of risk and opportunity 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 expansion of GustoPro usage within the firm and introduction to new service offerings for firms and their clients.
• Lead frequent discussions (weekly status calls, upsell calls, QBRs) with partners to ensure they are leveraging the GustoPro platform to achieve successful business outcomes for their clients and their firm.
• Drive awareness and usage of new or updated GustoPro 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 GustoPro’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 20-30% to meet with prospective partners. This includes representing Gusto at Industry Events and Conferences.

Here’s what we’re looking for:

• 8+ years of experience as an Account Manager, Customer Success Manager, or other Sales-related function.
• 3+ years of experience selling to or managing relationships with enterprise-sized businesses, ideally within the accounting or financial services industry.
• A consistent track record of exceeding sales quotas and building long-term client relationships. Including negotiating complex six-figure contracts.
• Deep understanding of the accounting firm landscape, including their business models, challenges, and technology needs.
• Strong ability to articulate contractual, technical, and financial value points to partners, internal senior leaders, and executive leaders.
• Consistent track record of hitting or exceeding sales targets in a fast-paced environment.
• A strong drive to succeed, and comfortable pushing the pace of action with partners and internal teams.
• Strong analytical and problem-solving abilities – you're a strategic thinker.
• Work collaboratively but autonomously: asking for what you need, but