Manager, Account Executive Platform Sales

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.

About the Role:

The Platform Sales team at Gusto helps small businesses get more value out of our platform by driving fast, efficient growth through proactive sales motions. We’re looking for a high-performing sales leader to build, scale, and lead a team of AEs focused on high-velocity upsell and cross-sell within our growing customer base.

Key Attributes:

• Results-Driven & Performance-Oriented: Skilled at leading a high-volume outreach team, ensuring consultants consistently hit daily and monthly targets while maintaining quality customer interactions.
• Customer-Centric Leadership: Passionate about fostering a culture that prioritizes customer education, activation, and long-term success, ensuring every interaction adds value.
• Coaching & Development Focused: Committed to mentoring and empowering a team of 10 Sales AEs, providing ongoing training, feedback, and support to drive professional growth and performance.
• Adaptable & Change-Resilient: Thrives in a fast-paced, evolving environment, leading the team through new tools, processes, and priorities with confidence and clarity.
• Strategic & Data-Driven: Adept at leveraging Salesforce and outreach metrics to track team progress, identify trends, and implement data-informed strategies for continuous improvement.
• Strong Communicator & Relationship Builder: Skilled at fostering an open, supportive team culture while also aligning with leadership on business goals and priorities.
• Passionate About Small Business Success: Committed to helping both customers and team members succeed, driving impact through meaningful engagement and support.

About the Team:

This team is all about speed, scale, and execution—leveraging product insights, signals, and marketing-driven leads to close expansion opportunities at pace – while keeping the customer needs top of mind. As a manager on this team, you will empower a team of about 10 gusties to operate with urgency, continuously iterate on sales plays, and drive meaningful revenue impact through efficient, repeatable motions.

Here’s what we're looking for:

• 3-5+ years of experience leading high-performance account management or sales teams, ideally in a SaaS or tech environment.
• Proven success in driving expansion revenue and consistent quota attainment.
• Experience in outbound/proactive sales motions, with a strong understanding of upsell and cross-sell strategies.
• Strong analytical mindset—able to use data to drive decision-making, optimize sales motions, and measure impact.
• Expertise in sales coaching, pipeline management, and consultative selling.
• Ability to thrive in a fast-paced, high-growth environment and manage change with agility.
• Strong communication and influence skills to collaborate effectively across teams.
• Experience with CRM tools (Salesforce preferred) and sales enablement platforms.