Partner Success Manager

About Gusto

Gusto is dedicated to empowering the small business economy by simplifying complex tasks such as payroll, health insurance, 401(k) plans, and HR management. Operating from Denver, San Francisco, and New York, we support over 500,000 small businesses nationwide and strive to create a diverse workplace mirroring the community we serve.

All full-time employees benefit from competitive base salaries, comprehensive benefits, and equity through RSUs, reflecting our philosophy that every contributor should share in Gusto's success. Compensation varies by role, level, and location.

Artificial intelligence is deeply integrated into our operations; all team members are encouraged to engage with relevant AI tools actively and enhance their capabilities as the technology advances. AI experience requirements depend on the role and are evaluated during interviews.

About the Role

As a Partner Success Manager, you will spearhead Gusto's expansion within the accounting sector by focusing on our most significant and strategic accounting partners. This role goes beyond traditional support functions; you will help define and scale enterprise partner success initiatives while collaborating with leadership to establish best practices and drive substantial growth.

You will interact directly with C-level executives and senior leaders at large regional and national accounting firms. Acting as a strategic advisor, you will develop a profound understanding of each firm’s business objectives, challenges, and opportunities for leveraging GustoPro to boost efficiency, enhance client services, and expand their practice.

This position suits individuals comfortable with ambiguity, multi-tasking, and playing a pivotal role in building systems, processes, and programs in a fast-paced environment.

Key Responsibilities

• Forge and nurture strong relationships with senior stakeholders at prominent accounting firms to maximize GustoPro value.
• Lead onboarding processes and deliver customized training aligned to each firm’s workflows and requirements.
• Travel to partner locations to conduct in-person meetings and utilize on-site technologies effectively.
• Create and implement strategies that increase adoption and engagement among enterprise accounting partners.
• Collaborate with partners to develop co-branded content, case studies, and materials showcasing successful use cases and best practices.
• Advise leadership teams on leveraging GustoPro strategically to improve operational efficiency and foster growth.
• Work in close partnership with Enterprise Account Managers to craft and execute comprehensive success plans, ensuring smooth onboarding, ongoing support, and growth opportunities.
• Coordinate across Sales, Marketing, and Product departments to respond to partner needs and provide constructive feedback.
• Monitor partnership metrics and devise strategies to enhance outcomes and return on investment.
• Serve as the voice of enterprise partners within the company, influencing product and service enhancements.
• Contribute to designing and evolving partner programs tailored to the needs of large accounting firms.
• Maintain up-to-date knowledge of the accounting industry, regulatory environment, and GustoPro product development.
• Incorporate AI-driven workflows into daily work practices, identifying inefficiencies and collaborating with teams to improve tools and processes.

Qualifications

• Minimum six years of experience in partner management, account management, or customer success focused on enterprise clients.
• At least four years in customer-facing roles.
• Two or more years partnering closely with sales teams is preferred.
• Willingness to travel extensively, ranging up to 50% during peak periods and approximately 25% otherwise.
• Deep understanding of accounting firm ecosystems, including business models, challenges, and technology requirements.
• Outstanding communication, presentation, and relationship-building capabilities.
• Strong listening skills and empathetic communication style.
• Analytical and strategic approach to problem-solving.
• Able to quickly assimilate complex product knowledge and function as a trusted advisor.
• Comfortable operating independently while collaborating cross-functionally.
• Ability to thrive in a dynamic, high-velocity environment.
• Experience with CRM and analytics tools such as Salesforce and Tableau, alongside Learning Management Systems.
• Entrepreneurial mindset excited about shaping and scaling partner success at Gusto.
• Demonstrated routine use of AI technologies in work processes, including writing, research, preparation, and summarization, with a history of providing actionable feedback to enhance tools and methods.

Compensation and Work Environment

The expected on-target earnings (OTE) for this position range between $173,000 and $185,000 in Denver and most remote locations, and from $204,183 to $217,500 in San Francisco and New York. Compensation includes 80% base salary and 20% commission with an uncapped commission structure. Final pay and commission ratios are influenced by location, experience, and skills.

Gusto maintains offices in Denver, San Francisco, and New York City. Employees located in these regions should expect to work on-site approximately 2-3 days weekly, with variations depending on the role. Employees approved for remote work must have a stable and secure internet connection for both office and remote days.

Diversity and Inclusion

Gusto values diverse backgrounds and perspectives as a means to strengthen the company and better serve our customers. We are proud to be an equal opportunity employer, committed to nondiscrimination and providing reasonable accommodations throughout the application and employment process. We welcome candidates from all walks of life, including those with criminal histories consistent with applicable laws.

Privacy and Security

Gusto takes personal data privacy and security seriously and ensures all applicant information is handled in accordance with applicable privacy notices and fraud prevention policies.