Sales Manager, GustoPro (Accountant Channel)

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:

Gusto is seeking a Sales Leader to lead our GustoPro Sales Team, dedicated to driving Gusto's growth in the SMB space through channel relationships with accounting partners. This person will be responsible for net new revenue from our accounting partners, as well as ramping our existing firms to move their clients onto Gusto. The GustoPro Sales Leader will also help hire, train, and coach our Advisors to be a world-class consultative acquisition team. The pace in Gusto sales is fast and the landscape we’re playing in is ever-changing, and we’re looking for a dynamic, passionate, people leader who is motivated by that, and brings a good sense of humor to a team that is motivated to work hard and have a little bit of fun while doing it.

Here’s what you’ll do day-to-day:

• Lead a sales team that is focused on radically expanding Gusto’s footprint with accounting firms and helping existing accounting firms seamlessly add more clients who will benefit from using Gusto’s all-in-one HR solution
• Help refine and further develop our strategy: 10x revenue from our GustoPro Sales team in a cost-effective way
• Build a world-class consultative sales team: Invest and develop the existing sales team while simultaneously attracting top sales talent to Gusto
• Track, measure and report-out on sales effectiveness against targets and adjust programs and strategies as necessary
• Scale with rigor: Continuously increase the effectiveness of our team, recognizing opportunities for creating new systems, structures, and processes.
• Work cross-functionally: Flow easily across multiple teams to ensure internal messaging alignment, operational coordination and evangelization of sales strategy; collaborate with marketing to ensure the execution of programs and events to drive leads, pipeline and deal progression; be able to communicate fluently with our product and engineering teams to help develop a best-in-class solution for accountants
• Ensure executive alignment and relationship building between Gusto and partner executive teams

Here’s what we're looking for:

• 3+ years of sales management experience: Extensive experience developing sales teams at a high-growth technology company, ideally in the HR, payroll, benefits, or fin tech space
• Channel sales experience preferred selling to and through centers of influence
• A strategic mindset: Ability to think strategically, crisply synthesizing market research and competitive intelligence and turning that into a winning go-to-market strategy
• A people leader that team members will walk through walls for: Proven ability to coach, attract, and retain amazing sales talent
• An amazing communicator: Excellent communicator internally and externally
• A competitive spirit who likes to win: Track record of consistently exceeding established revenue goals
• A lover of change: Experience managing change and ambiguity, taking ownership and creating structure
• A fan of speed: Ability to successfully operate in a fast paced dynamic environment experiencing growth and expansion
• Bachelor’s degree preferred

Our cash compensation amount for this role is targeted between $127,000 OTE per year to $170,000 OTE in the Denver location. This OTE is structured with a target 60% base pay and 40% commission pay with an uncapped commission structure. Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the amounts listed above.

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.