Channel Account Manager (Gusto Pro - Accountant Partnerships)

Gusto; Denver (CO); Hybrid; USD 105,000 - 145,000; Full time

Job summary

A leading company is seeking a Channel Account Manager to join their growing Channel Sales team. The ideal candidate will have a proven sales record, manage relationships with accounting partners, and drive new business growth. Responsibilities include onboarding clients, maintaining relationships, and advocating for partner needs. This role offers competitive compensation and flexible work options.

Qualifications

• 5+ years of professional sales experience.
• 2+ years managing a book of business with quota responsibility.

Responsibilities

• Manage a high-volume book of business with 80-120 partners.
• Engage with over 200 clients per quarter through consultative sales.

Skills

Sales

Customer Service

Relationship Building

Job description

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About Gusto

Gusto is a modern, online people platform that helps small businesses take care of their teams. On top of full-service payroll, Gusto offers health insurance, 401(k)s, expert HR, and team management tools. Today, Gusto offices in Denver, San Francisco, and New York serve more than 400,000 businesses nationwide.

About The Role

The Channel Sales team is growing, and we are excited to hire new members across various locations in the country. We seek sales professionals with a proven track record in acquiring new business and expanding existing accounts. The ideal candidate will be driven, organized, and skilled at building rapport and trust. We're looking for a blend of sales drive and customer-service mentality to foster loyal, satisfied partners.

Gusto partners with Accountants serving small business owners. You will work with accounting firms to onboard their entire client base, understanding their needs to convey Gusto’s value proposition effectively. You’ll manage ongoing relationships with new accountant partners and continue to expand your book of business.

Day-to-Day Responsibilities

• Manage a high-volume book of business, building strong, lasting relationships with accounting partners to grow their client base on Gusto. Typically, managing 80-120 partners.
• Engage with existing partners through a high-velocity, consultative sales process, interacting with over 200 clients per quarter.
• Keep partners updated on product developments and best practices, advocating for their needs to inform Gusto’s product roadmap.
• Expand relationships within accounting firms by onboarding additional accountants, influencing client additions, and promoting Gusto internally.
• Win new business, averaging around 200 new client additions per quarter, competing against industry incumbents.
• Construct, forecast, and manage your sales pipeline to meet targets.
• Leverage People Advisory and Certification to deepen strategic partnerships.
• Deliver product demos and handle technical inquiries.
• Maintain accurate records and notes in CRM systems.

Qualifications

• 5+ years of professional sales experience.
• 2+ years managing a book of business with quota responsibility, preferably in new customer acquisition.
• Experience in relevant areas such as high-volume, high-velocity sales environments.
• Proven track record of exceeding quotas consistently.
• Team-oriented, adaptable, and inspiring leadership qualities.
• Excited to help shape the foundation of the GustoPro Sales team.

Compensation & Work Location

The targeted cash compensation ranges from $105,000 to $145,000 OTE, depending on location and experience. Office work is expected 2-3 days per week in Denver, San Francisco, or New York City, with remote options available with a reliable internet connection.

Our Values & Equal Opportunity

We value diversity and are committed to creating an inclusive environment. We are an equal opportunity employer and do not discriminate based on race, gender, age, or other protected characteristics. We also provide accommodations for individuals with disabilities.