🔥 23 hours ago
Build and grow Fastly’s partner-led sales engine across India and South Asia by originating pipeline, activating channel relationships, and co-selling enterprise edge, cloud, and security opportunities to close.
Future Opportunities: Partner Sales (CPA & Accounting Firm Experience)
📅 Apr 1
Channel SalesPartnership SalesConsultative SalesRelationship-based Sales
📜 Description
- Build trusted relationships with accounting firm partners and help them activate more clients.
- Identify, engage, and onboard new firms into the Gusto Pro ecosystem.
- Lead consultative conversations to understand partner needs and align solutions with their business goals.
- Collaborate with Marketing, Product, and Customer Success to improve the partner experience.
- Support partner adoption and shared growth across the Gusto ecosystem.
🛠️ Requirements
- 5+ years of professional sales experience in payroll, HCM, SaaS, or HR tech, focused on accounting firms or financial advisors.
- 2+ years of success managing or acquiring a book of business with measurable quota attainment.
- Experience working with accountants, financial advisors, payroll, HR tech, or financial services.
- Skill in consultative, relationship-based sales and value-driven conversations.
✨ Benefits
- Competitive base pay
- Benefits
- Equity (RSUs)
Full job description
About Gusto
At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve.
All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy.
AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.
Submit your interest to join our Partner Sales team!
Do you have a track record selling to or partnering with CPAs and accounting firms? Gusto is seeking professionals who thrive in a fast-paced, consultative environment and are interested in being considered for future start dates in 2027. In these roles, you will own each partner relationship from first conversation to lasting collaboration, delivering exceptional experiences and driving meaningful results for accounting firms or financial advisors and their clients. If you’d like to be considered for future opportunities with our team, please complete the form below and upload your resume.
About the Role:
Gusto’s Partner Sales organization is growing, and we’re always looking to meet future teammates who are passionate about helping accountants and CPAs transform the way they serve small businesses. Whether your strengths lie in acquiring new partnerships, nurturing long-term relationships, or guiding our largest firms to strategic success, we’d love to connect.
Our Gusto Pro team partners with accounting firms nationwide to help them onboard their clients to Gusto and unlock the full value of our platform. We’re building a talent pipeline for future opportunities, and these aren’t typical sales roles. You’ll be a trusted advisor to decision makers at every level, from staff accountants to managing partners and C-level executives.
Here’s what you’ll do day-to-day:
- Nurture Partner Relationships: Build and manage trusted relationships with accounting firm partners. Grow existing relationships by helping firms activate more clients and deepen their engagement with Gusto.
- Develop & Close Business: Drive new business by identifying, engaging, and onboarding new firms into the Gusto Pro ecosystem, and grow existing partner revenue through renewals and upsells.
- Empower Partners: Lead consultative conversations, QBRs, onboarding, and training that uncover partner needs and align Gusto’s solutions to their business goals. For our largest firms, act as a strategic advisor on how to use Gusto Pro to improve efficiency and grow their practice.
- Collaborate Cross-Functionally: Work closely with Sales, Marketing, Product, and Customer Success to improve the partner experience and bring partner feedback back to shape our roadmap.
- Work with AI: Use AI-powered workflows as a core part of how you work, and help us improve the tools we build.
Positions available in the future range across multiple levels. Here’s what we're looking for:
- 5+ years of experience in sales, partner management, account management, or customer success working directly with CPAs and accounting firms. Payroll, HCM, SaaS, or HR tech backgrounds are a big plus.
- 2+ years of proven success managing or acquiring a book of business, with measurable quota attainment or strong retention and growth results.
- A natural relationship builder who earns trust at every level, from staff to executives.
- Skilled in consultative, value-driven conversations that uncover what matters most to a partner.
- Day-to-day experience using AI in your work, across writing, research, prep, and summarization.
- Comfortable with CRM and analytics tools like Salesforce or Tableau.
- Willingness to travel to meet partners and attend industry events.
At Gusto, we don't use titles the traditional way, as a signal of rank or hierarchy. Instead, our titles describe two things at once — your craft (what you do, e.g. Engineering, Design) and your scope of ownership (what you're accountable for) — which is why you'll see something like "Head of X" instead of a rank word like "Director" that tells you neither. Because of this, the title on this posting may look different from what you'd expect based on the scope and seniority of the role, and from how similar roles are typically titled elsewhere. If you have questions about how this role compares to your current title or level, your recruiter can help translate.
Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role). The same office expectations apply to all Symmetry roles, Gusto's subsidiary, whose physical office is in Scottsdale.
Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas.
When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required. This includes non-office days for hybrid employees.
Reliable, consistent presence: We expect regular and predictable attendance, whether you're working in-office, hybrid, or fully remote, so that you stay closely connected to your team, customers, and stakeholders in real time and ensure colleagues and customers receive the timely support and responsiveness they deserve.
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.
Gusto is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Gusto considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you.
Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer.
Personal information collected and processed as part of your Gusto application will be subject to Gusto's Applicant Privacy Notice.
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