This senior-level role is ideal for a seasoned relationship manager with 5+ years of experience in channel sales or partner management, specifically within the
Work type: remote
Location: Denver, CO;San Francisco, CA;New York, NY;Las Vegas, NV;Atlanta, GA;Phoenix, AZ
Salary: $120,000 – $180,000/yr
Type: Full-time
This senior-level role is ideal for a seasoned relationship manager with 5+ years of experience in channel sales or partner management, specifically within the accounting or FinTech landscape. You should be highly skilled at navigating complex, six-figure contract negotiations and building rapport with C-suite executives while maintaining a strategic, portfolio-based approach to revenue growth. The role offers a competitive OTE structure (70% base / 30% commission) with uncapped earning potential. While the position is tied to major hubs like Denver, NYC, and San Francisco with a hybrid 2-3 day in-office expectation, it provides significant autonomy to lead quarterly business reviews and influence the product roadmap for the GustoPro platform. **You might be a good fit if you...** * Have a proven track record of exceeding sales quotas and managing high-value partner portfolios. * Possess deep domain knowledge of accounting firm business models and their technology needs. * Excel at balancing new partner acquisition with the expansion of existing strategic accounts. * Are comfortable with regular travel to industry conferences and partner sites.
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 400,000 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 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.
About the Team:
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](https://cdfpou6spddpx3bg.vercel.app/)
Here’s what you’ll do day-to-day:
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.
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.
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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).