Gusto Pro合作伙伴经理
Partner Manager, Gusto Pro
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**关于Gusto**
在Gusto，我们的使命是推动小型经济的发展。我们处理困难的事情——薪资、健康保险、401(k)和人力资源——让企业主能够专注于他们的专业和客户。我们的团队分布在丹佛、旧金山和纽约，我们为全国超过50万个小企业提供支持，并正在打造一个反映我们服务人群的工作环境。
所有全职员工都将获得具有竞争力的薪资、福利和股权（限制性股票单位）——因为每一位帮助构建Gusto的人都应分享它的成功。薪资数额根据职位、级别和地点确定。了解更多关于我们的[全面薪酬理念](https://gusto.com/about/careers/total-rewards)。
人工智能是Gusto工作中不可或缺的一部分。我们期望所有团队成员积极参与与其职位相关的AI工具，并随着技术的发展不断提升自己的熟练度。AI经验要求因职位而异，并将在面试过程中进行评估。
**职位描述：**
作为Gusto的合作伙伴经理，您将负责推动Gusto Pro最大且最具战略意义的会计事务所合作伙伴的策略和增长。在此职位中，您将负责维护和扩展这些事务所的现有收入和使用情况，同时识别、提出并促进增长机会。您应该能够与合作伙伴组织各个层级建立深厚的关系，从初级会计师到合伙人，并擅长管理复杂的合作伙伴关系和产品配置。将AI驱动的工作流程作为销售的核心方式：每天运行指定工具，发现并呈现遇到的摩擦和低效之处，并与团队合作影响下一步要构建或改进的内容。您还将与Gusto团队的高级成员跨职能合作，加强合作伙伴关系，协调联合工作，并在我们不断演进的Gusto Pro产品路线图和流程中提供输入。
**团队介绍：**
Gusto Pro是一个颠覆性的基于云的平台，专为会计事务所设计。它使事务所能够为其客户提供更高效的薪资、人员运营和咨询服务，所有功能都在一个集成的平台上实现。Gusto Pro拥有强大的功能，如客户仪表板、自动化工作流程、强大的报告功能以及与其他会计软件的无缝集成，使事务所能够提升客户服务并迅速提高业务增长。
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**About Gusto**
At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve.
All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our [Total Rewards philosophy](https://gusto.com/about/careers/total-rewards).
AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.
**About the Role:**
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. 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. 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.
**About the Team:**
Gusto Pro 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. Gusto Pro 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 Gusto Pro](https://cdfpou6spddpx3bg.vercel.app/)
**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 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 new 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.
**Here’s what we're looking for:**
- 5+ years of experience as a Partner Manager, Channel Manager, or other Sales-related function.
- 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.
- A strong drive to succeed, and comfortable pushing the pace of action with partners and internal teams.
- Proven, 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 processes.
- Strong analytical and problem-solving abilities – you're a strategic thinker.
- Work collaboratively but autonomously: asking for what you need, but not expecting micromanagement.
- Experience with CRM and Sales Software (e.g., Salesforce, ZoomInfo, Tableau).
- Proven, 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 processes.
**Our target on-target earnings (OTE) compensation for this role is $120,000/yr to $140,000/yr in Phoenix, $125,000/yr to $150,000/yr in Denver & Atlanta, $154,000/yr to $182,000/yr for San Francisco & New York and $120,000 to $180,000 CAD for Toronto. This OTE is structured with a _target_ 70% base pay and 30% commission pay with an uncapped commission structure.** Final offer amounts and the _exact_ base/commission split are determined by multiple factors including candidate location, experience, and expertise and may vary from the amounts listed above.
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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. This includes non-office days for hybrid employees.
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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. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out [this form](https://docs.google.com/forms/d/e/1FAIpQLSdEfl7Bp-Twz7LLlhGlha46CrxZ9Kacgakmarf3K2TbnaEgKQ/viewform) and a member of our team will get in touch with you.
Gusto takes security and protection of your personal information very seriously. Please review our [Fraudulent Activity Disclaimer](https://gusto.com/about/careers/fraudulent-activity-disclaimer).
Personal information collected and processed as part of your Gusto application will be subject to [Gusto's Applicant Privacy Notice](https://gusto.com/about/careers/applicant-privacy-notice).