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Job Description
Gusto is seeking an Enterprise Account Manager to drive the strategy and growth of a portfolio of GustoPro's largest and most strategic accounting firm partners. The Enterprise Account Manager will maintain and expand current revenue and usage within these firms, as well as identify, pitch, and facilitate growth opportunities. They will build deep relationships at all levels of a partner organization and manage complex partner relationships and product configurations. The Enterprise Account Manager will also work cross-functionally with senior members of Gusto’s team to strengthen the partner relationship, coordinate joint efforts, and provide input as Gusto evolves its GustoPro product roadmap and processes.
Role involves:
- Taking a portfolio-based approach to identify areas of risk and opportunity.
- Building detailed territory and account plans to lead Quarterly Business Reviews (QBRs).
- Leading frequent discussions with partners to ensure they are leveraging the GustoPro platform.
- Driving awareness and usage of new or updated GustoPro features and integrations.
- Owning end-to-end execution of contract renewals and upsells.
- Collaborating with product, design, and engineering teams to provide informed recommendations for GustoPro’s product roadmap.
- Navigating and updating internal and external stakeholders.
- Communicating and reporting to leadership on sales activity, pipeline progress, and market trends.
- Traveling 20-30% to meet with prospective partners.
Requirements:
- 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.
- Strong analytical and problem-solving abilities.
- Ability to work collaboratively but autonomously.
- Ability to thrive in a fast-paced, dynamic environment and embrace change.
- Experience with CRM and Sales Software (e.g., Salesforce, ZoomInfo, Tableau).
Gusto offers:
- Target on-target earnings (OTE) compensation for this role is $181,000/yr to $213,000/yr in Denver & most remote locations, and $212,000/yr to $250,000/yr for San Francisco & New York.
