Partner Manager

Gusto

Partner Manager growing Gusto Pro, Gusto’s cloud platform for accounting firms. Expanding revenue, renewals, upsells, and product adoption across strategic partners.

Posted 9/9/2026full-timeAtlanta • Arizona, California, Colorado, New York • 🇺🇸 United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing complex partner relationships and driving revenue growth within accounting firms, leveraging AI-powered workflows and strong analytical skills to enhance product offerings and partner engagement.

Highest-signal resume keywords

Partner ManagementSales Quota ExceedanceContract NegotiationAI IntegrationCRM Software Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales StrategyRevenue GrowthAccount PlanningRisk IdentificationProduct Roadmap Input

Soft Skills

Relationship BuildingAnalytical Problem-SolvingCollaborationAutonomyCommunication

Tools & Technologies

SalesforceZoomInfoTableauAI-Powered Workflows

Industry Keywords

Accounting Firm LandscapeBusiness ModelsCross-SellUpsellQuarterly Business Reviews

Tech Stack

Tools & technologies

Tableau

About the role

Key responsibilities & impact

Drive strategy and growth for a portfolio of Gusto Pro’s largest and most strategic accounting firm partners
Maintain and expand revenue and usage within assigned firms
Identify, pitch, and facilitate growth opportunities
Build relationships across partner organizations, from staff accountants to managing partners
Manage complex partner relationships and product configurations
Use AI-powered workflows daily and collaborate with the team to improve tools and processes
Work cross-functionally with senior Gusto team members to strengthen partner relationships and coordinate joint efforts
Provide input into the Gusto Pro product roadmap and processes
Identify risks and revenue-growth opportunities in assigned accounting firms
Build territory and account plans and lead Quarterly Business Reviews
Balance new partner acquisition with development of active partners
Serve as the single point of contact for partners on behalf of aligned cross-functional sales roles
Coordinate outreach and partner enablement to grow cross-sell and upsell adoption
Lead weekly status calls, upsell calls, and QBRs
Drive awareness and usage of new or updated Gusto Pro features and integrations
Own contract renewals and upsells, including negotiating terms
Collaborate with product, design, and engineering on product roadmap recommendations
Coordinate with C-suite executives, partners, and cross-functional teams
Report sales activity, pipeline progress, and market trends to leadership
Travel to meet prospective partners and represent Gusto at industry events and conferences

Requirements

What you’ll need

5+ years of experience as a Partner Manager, Channel Manager, or other Sales-related function
Consistent track record of exceeding sales quotas and building long-term client relationships
Experience negotiating complex six-figure contracts
Deep understanding of the accounting firm landscape, including business models, challenges, and technology needs
Ability to articulate contractual, technical, and financial value points to partners and senior leaders
Proven day-to-day experience integrating AI into workflows across writing, research, preparation, and summarization
Track record of providing clear, useful feedback to improve tools and processes
Strong analytical and problem-solving abilities
Ability to work collaboratively and autonomously
Experience with CRM and sales software, such as Salesforce, ZoomInfo, and Tableau

Benefits

Comp & perks

Competitive base pay
Benefits
Equity (RSUs)
Uncapped commission structure
Secure, reliable, and consistent internet connection required when working outside a Gusto office
Equal opportunity employer
Reasonable accommodations for qualified individuals with disabilities and disabled veterans
Medical or religious accommodations during the candidate journey