Gusto Pro Core, Junior Account Manager

About Gusto

Gusto is a modern, online people platform that helps small businesses take care of their teams. In addition to full-service payroll, Gusto offers health insurance, 401(k)s, expert HR, and team management tools. Currently, Gusto has offices in Denver, San Francisco, and New York, serving more than 300,000 businesses nationwide.

At Gusto, our mission is to create a world where work empowers a better life. We are committed to fostering a collaborative and inclusive workplace, both physically and virtually. To learn more about our Total Rewards philosophy, please visit our website.

About this role

We are currently seeking a Junior Account Manager who will play a crucial role in assisting Channel Partners, such as Accounting Firms and their Small Business Clients, in selecting Gusto as their preferred platform. We are looking for someone who has experience in or wants to break into the tech sales world and learn the ins and outs of account management within the channel space.

In this role, you will consult with and support current Channel Partners through phone and email communications. You will also work with Channel Partners that are brand new to Gusto. Your responsibilities will include educating Partners about Gusto Pro (our platform for Accountants & Bookkeepers), matching our people platform offerings to the specific needs of their clients, and providing advisory sales guidance. Additionally, you will assist them in navigating the onboarding process, showcasing your expertise in customer success.

Here’s what you’ll do day-to-day:

• Manage a high volume and velocity of emails and calls, mainly outbound, with Channel Partners and their Clients’ Customers at various stages of the customer journey including discovery, qualification, sales, decision/commitment, and onboarding. Approximately 75% of your talk time will be focused on sales-related activities and you will be required to make at least 70 calls per day
• Maintain a clean and consistent record of notes in Salesforce for all Leads & Accounts you work on
• Leverage phone and email cadences, develop effective talk tracks, and employ other strategies to be a trusted advisor to Channel Partners and their Clients, assisting them in selecting Gusto as their preferred payroll and benefits platform for clients
• Educate Channel Partners about our partnership program, certification process, and guide them to manage their Clients with GustoPro
• Lead frequent discussions 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 partners,, showcasing how these advancements can benefit their clients
• Provide support to Clients through their implementation and account setup. This will comprise approximately 25% of your daily conversations
• Exhibit Customer empathy and demonstrate a strong understanding of our product offerings to effectively address Customer needs and concerns
• Exercise and refine your skills in advisory selling, presenting solutions to Channel Partners and their Small Business Clients 
• Participate in community and career development opportunities at Gusto, as we value growth and continuous learning within our organization

Here’s what we're looking for:

• 2+ years experience in a sales role. Experience managing existing customer accounts is a plus.
• An ideal candidate will have at least 2 years of experience in Inside or Outside Sales, Insurance Sales, Retention, and/or Customer Success
• Previous experience with making high volume outbound dials and/or prospecting leads
• Previous Salesforce experience
• Track record of consistently meeting or exceeding targets and a desire to enhance your craft

Here’s what you’ll do day-to-day:

Leadership & Team Performance

• Lead and develop a high-performing Expansion Account Management team focused on revenue growth and retention.
• Drive goal setting, sales strategy, and hands-on coaching to exceed expansion and retention targets.
• Foster a culture of accountability, continuous learning, and data-driven performance.

Revenue Growth & Sales Execution

• Drive expansion revenue through proactive outreach and product-driven insights across Gusto’s customer base.
• Lead pipeline management, forecasting, and team quota attainment while refining upsell playbooks.
• Optimize sales processes and KPIs to scale cross-sell efforts and improve engagement strategies.

Operational Excellence & Strategic Execution

• Leverage customer data to refine segmentation, targeting, and sales strategies.
• Implement tools and workflows to boost sales productivity and efficiency.
• Use CRM and analytics to track performance, uncover trends, and guide strategic decisions.

Here’s what we're looking for:

• Revenue Growth & Sales Execution – 3+ years leading high-performing SaaS/tech account management or sales teams; proven in driving expansion revenue, retention, and quota attainment
• Operational Excellence & Strategy – Leverages customer data, tools, and CRM analytics to refine targeting, boost productivity, and guide strategic decisions
• Data & Analytics Expertise – Advanced in Excel modeling, data analysis, and identifying key performance metrics
• Skilled in outbound sales motions, upsell, and cross-sell strategies
• Strong analytical mindset; uses data to optimize sales motions and measure impact
• Expertise in sales coaching, pipeline management, and consultative selling
• Thrives in fast-paced, high-growth environments with strong change management skills
• Excellent cross-functional communication and influence abilities
• Proficient in CRM tools (Salesforce preferred) and sales enablement platforms
• Proven, day-to-day experience integrating AI into how you work - across writing, research, prep, and summarization as a core part of your workflow, with a track record of giving clear, useful feedback that helps improve your tools and processes.

Our cash compensation range for this role is $25.24 to $30.29 hourly in Denver & Atlanta. $24.14 to $28.37 hourly for Phoenix. Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above.