Enterprise Account Manager, Gusto
GustoPro
$181-250k
OTE
Salary varies depending on location of applicant. This OTE is structured with a target 60% base pay and 40% commission pay with an uncapped commission structure
More information about location
2+ days a week in office
Automated payroll, benefits & HR platform
Be an early applicant
Automated payroll, benefits & HR platform
1001+ employees
Be an early applicant
$181-250k
OTE
Salary varies depending on location of applicant. This OTE is structured with a target 60% base pay and 40% commission pay with an uncapped commission structure
More information about location
2+ days a week in office
1001+ employees
Company mission
To create a world where work empowers a better life.
Role
Who you are
- 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
- 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
- A strong drive to succeed, and comfortable pushing the pace of action with partners and internal teams
- Strong analytical and problem-solving abilities – you're a strategic thinker
- Work collaboratively but autonomously: asking for what you need, but not expecting micromanagement
- Ability to thrive in a fast-paced, dynamic environment and embrace change
- Experience with CRM and Sales Software (e.g., Salesforce, ZoomInfo, Tableau)
- When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required
What the job involves
- As an Enterprise Account 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 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
- Take a portfolio-based approach to your book of business to identify areas of risk and opportunity within your assigned accounting firms
- Build detailed territory and account plans to lead Quarterly Business Reviews (QBRs) within your large partner portfolio to identify opportunities for growth, including expansion of GustoPro usage within the firm and introduction to new service offerings for firms and their clients
- Lead frequent discussions (weekly status calls, upsell calls, QBRs) with partners to ensure they are leveraging the GustoPro platform to achieve successful business outcomes for their clients and their firm
- Drive awareness and usage of new or updated GustoPro features and integrations to the partners in your book, showcasing how these advancements can benefit their clients
- Own end-to-end execution of contract renewals and upsells, negotiating mutually beneficial terms and ensuring seamless transitions
- Collaborate with product, design, and engineering teams to provide informed recommendations for GustoPro’s product roadmap, based on partner feedback and market trends, to enhance the partner and client experience
- Navigate and update internal and external stakeholders, inclusive of C-suite executives at Gusto, partners, and cross-functional teams
- Communicate and report to leadership on sales activity, pipeline progress, and market trends
- Travel 20-30% to meet with prospective partners. This includes representing Gusto at Industry Events and Conferences
Our take
For many small businesses, vital administrative tasks such as payroll, taxes, and benefits are manual tasks that take time and energy which many SMB owners don’t have. The three co-founders of Gusto – all coming from small business backgrounds – collaborated on a Fintech company that would handle employee payments, benefits administration, and compliance support specifically for small businesses.
The company may have started slowly, as the founders focused on nailing each individual aspect of Gusto’s operations, but has now skyrocketed to unicorn status with more than 200,000 customers and a multi-billion dollar valuation. In 2021, Gusto began acquiring other companies to strengthen its offering and its position in a competitive market, including two other fintech startups, Ardius and Symmetry.
Through its continued acquisitions and fundraising efforts, the company has carved out a strong position for itself in the space. Although Gusto has found itself impacted by the macroeconomic situation, through the significant effect it has had on its clientele, the company still appears positive for the future after raising funds in 2023 that will see it reach key profitability benchmarks. It continues to consolidate its platform, for example by integrating with OpenComp to grant its users access to the company's Compensation Intelligence Platform.
Steph
Company Specialist at Welcome to the Jungle
Insights
45% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
May 2022
$55m
SERIES E
Aug 2021
$175m
SERIES E
Total funding: $706.1m
Company benefits
- Comprehensive medical, dental, and vision benefits, plus a variety of mental health resources
- Flexible vacation - Gusties are encouraged to take the time off they need to continue doing great work
- Fertility treatments, parental leave, pregnancy termination, caregiving, gender-affirming surgery, hormone treatments, transgender-inclusive services, and more
- If you work at one of our homebases, enjoy food, drinks, and good conversation — on us
- Celebrate 5 or 10 years at Gusto and take a month off to recharge
- Take advantage of internet, phone, commuter, and wellness stipends each month, along with a WFH stipend and cash for anniversaries
Company values
- Embody a service mindset - Never stop advocating for the needs of others
- Dream big, then make it real - Be ambitious. Show and do, rather than tell and talk
- Be proud of the how - Ensure deep integrity in everything you do
- Embrace an ownership mentality - Take initiative to leave things better than you found them
- Debate then commit - Share openly, question respectfully, and once a decision is made, commit fully
Company HQ
Central Waterfront, San Francisco, CA
Articles
Leadership
Joshua Reeves
(CEO)Studied Electrical Engineering at Stanford and went onto co-found Gusto in 2011.
Tomer London
(CPO)Has a PhD in Electrical Engineering from Stanford. Was a Researcher at Intel, and then interned at Bump Technologies. Co-founded Vizmo, a mobile self-service technologies company, in 2008. Co-founded Gusto in 2011.
Edward Kim
(Head of Engineering)Studied Electrical Engineering at Stanford. Was Senior Project Engineer at Volkswagen of America Electronics Research Lab and then co-founded Picwing, a printed photos company, in 2008. Co-founded Gusto in 2011.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 60 more jobs at Gusto