Partnerships Manager, Gusto
Gusto PRO
$116-172k
Salary dependent on location
Automated payroll, benefits & HR platform
Be an early applicant
Automated payroll, benefits & HR platform
1001+ employees
Be an early applicant
$116-172k
Salary dependent on location
1001+ employees
Company mission
To create a world where work empowers a better life.
Role
Who you are
- Minimum of 7+ years of Relationship Management, Sales, and/or partner management, preferably within the accounting industry; fintech experience preferred
- Experience with Salesforce CRM a must
- Experience structuring agreements and unit economics to drive optimal results
- Quick learner who collaborates well with others
- Ability to work cross-functionally and manage multiple projects simultaneously
- You are able to thrive in a fast paced, rapidly changing GTM environment - you move quickly, think strategically and excel at tactical execution
- Understanding of APIs and technical integrations
- You are a self-motivated, self-directed and resourceful professional ready to grow your career
- Ability to manage high volume of work while maintaining a high degree of responsiveness
- 30% travel required
- This role is ideally suited for someone who is creative, excels at cross-functional stakeholder management, enjoys crafting complex initiatives and driving growth through strategically structured agreements
What the job involves
- We are looking for a dynamic and results-driven Partner Manager to drive high intent inbound leads and indirect revenue through established and new partnerships to achieve business objectives
- In this role, you will be responsible for identifying, cultivating, and managing strategic partnerships that drive incremental market share within the accountants segment, enhance our ecosystem, and deliver value to our customers
- You’ll work cross-functionally to align partnerships with our business objectives and play a critical role in scaling our business
- The Partner Manager will primarily be responsible for developing, nurturing and ultimately growing multi-faceted partnerships that drive new firm growth as well as client growth via firms
- This individual will be the primary contact for all cross-functional needs including Engineering, Marketing, Product Management, and Sales
- The role requires crisp and prompt ongoing internal and external partner communications, marketing and sales activities to drive customer and revenue growth as well as SLA and partner performance reviews to identify areas in need of attention and investment
- You will take part in idea generation by building/leveraging relationships, opportunities, and allowing your curiosity to drive profitability. You’re hungry for success, and create win-win-win scenarios while delivering impactful results for our partners and customers.
- Utilize CRM to actively track and analyze sales leads and customer interactions to enhance business relationships with customers and drive sales growth
- Monthly and quarterly performance governance to ensure growth targets are on track
- Regular contract management to ensure Gusto and partner are delivering against the contractual commitments within the MSA or any other contractual agreements
- Meet or exceed monthly annual goals by accurately forecasting, effectively managing a pipeline of opportunities, and managing a full-cycle partnership; from prospect to ongoing development
- Initiative planning - Build comprehensive GTM strategy for growth and expansion with individual partners
- Stay informed about industry trends, competitive landscapes, and emerging technologies
- Analyze and report on leads generated through assigned partners, forecast for strategic changes and report on key metrics
- Be a consultative thought-partner with your team, as well as with cross-functional team members to drive growth and close rates for partner prospects
- Manage partner deliverables in the sales process including executive calls, review of new and existing embedded payroll pipelines
- The Channel Development team is growing, and is working to drive new customer growth and revenue through sales and marketing initiatives via product and referral partnerships
- This team is responsible for developing new and unique programs to drive growth across segments within Gusto
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
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 55 more jobs at Gusto