Partner Manager, Gusto
Retirement
$120-150k
OTE
This OTE is structured with a target 70% base pay and 30% commission pay with an uncapped commission structure
2-3 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
$120-150k
OTE
This OTE is structured with a target 70% base pay and 30% commission pay with an uncapped commission structure
2-3 days a week in office
1001+ employees
Company mission
To grow the small business economy.
Role
Who you are
- 5+ years of experience as a Partner Manager, Channel Manager, or other Sales-related function
- Demonstrated ability to build and execute territory and account plans, including leading QBRs or similar strategic business reviews with external partners or clients
- A consistent track record of exceeding sales quotas and building long-term client relationships
- Experience balancing new business acquisition with active account development and retention
- Strong cross-functional coordination skills—comfortable acting as a central point of contact and aligning internal teams around partner needs and growth objectives
- Strong ability to articulate contractual, technical, and financial value points to partners, internal senior leaders, and executive leaders
- Excellent communication and presentation skills, with comfort engaging stakeholders at all levels—from staff advisors to firm leadership
- Strong analytical and problem-solving abilities; you think strategically about your book of business, not just individual deals
- Experience with CRM and Sales Software (e.g., Salesforce, ZoomInfo, Outreach)
- Deep understanding of the 401(k), financial advisor landscape, or workplace benefits space is a plus
- 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
What the job involves
- We are seeking a Partner Manager to drive the strategy and growth of Gusto 401(k) through our Channel Partner network of Accounting and Advisor Firms
- This is a strategic, portfolio management role that goes beyond traditional sales—you will own the full lifecycle of partner relationships, from acquisition to long-term development and expansion
- You'll serve as the primary point of contact for your assigned firms, building structured account plans, leading Quarterly Business Reviews, and coordinating cross-functional resources to grow both new and active partnerships
- Success in this role requires balancing sales execution with relationship management and business operations—while leveraging AI-powered tools to prioritize opportunities and maintain a healthy, high-performing book of business within a regulated retirement environment
- Take a portfolio-based approach to your book of business to identify areas of risk and opportunities for revenue growth within your assigned Accounting and Advisor Firms
- Build detailed plans to lead select Quarterly Business Reviews (QBRs) within your partner portfolio to identify opportunities for growth, including aligning the Gusto 401(k) Partner Program with each partner's strategic growth objectives
- 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 product roadmap and processes
- Balance both new partner acquisition and the development and expansion of active partners
- Act as a single point of contact for partners on behalf of aligned cross-functional sales supporting roles, coordinating internal resources to deliver a unified partner experience
- Coordinate outreach strategy and partner enablement with cross-functional supporting functions to grow 401(k) adoption across your book of business
- Lead frequent partner discussions—including weekly status calls, upsell conversations, and QBRs—to ensure partners are leveraging Gusto 401(k) to achieve successful outcomes for their clients and their firm
- Educate Channel Partners on Gusto's partnership program, enabling them to better support their business clients through consultative selling and deep product knowledge
- Drive awareness and adoption of new or updated Gusto 401(k) features and integrations, showcasing how these advancements can benefit partners and their clients
- Own accurate lead, account, and activity tracking in Salesforce to support effective pipeline management, partner engagement, and leadership reporting
- Apply empathy and deep product knowledge to understand client and partner needs and recommend tailored solutions
- Communicate and report to leadership on sales activity, pipeline progress, partner health, and market trends
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 400,000 customers and a multi-billion dollar valuation. And 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 has seen it reach key profitability benchmarks. It continues to expand its platform, most recently partnering with Parafin to launch a payroll line of credit for small businesses. With a growing suite of services and a clear focus on supporting small businesses through changing economic conditions, Gusto looks set to sustain its momentum and further strengthen its position in the HR and payroll technology market.
Steph
Company Specialist at Welcome to the Jungle
Insights
45% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
May 2022
$55m
SERIES E
Aug 2021
$175m
SERIES E
Total funding: $706.3m
Company benefits
- Health and Wellbeing: Medical, dental, and vision insurance for employees and dependents. Family care and support, including family planning and fertility benefits. Gender-affirming care and support. A variety of mental health resources.
- Time Away: It's important to take time away for yourself or to take care of your family. Gusto offers paid vacation, sick time, bereavement, and holidays, paid leaves, sabbatical, and more!
- Free meals and refreshments: If you work at one of our offices, enjoy food, drinks, and snacks— on us. Conversation and community is an added bonus!
- Perks:
Company HQ
Central Waterfront, San Francisco, CA
Leadership
Joshua Reeves
(Co-Founder & CEO)Studied Electrical Engineering at Stanford and went onto co-found Gusto in 2011.
Tomer London
(Co-Founder & 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
(Co-Founder & 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.
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