Partner Success Manager

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.

About The Role

As a Partner Success Manager, you will play a pivotal role in expanding Gusto's presence within the accounting market, focusing on our largest and most strategic accounting partners. This role is not a traditional support position; instead, you will help define and scale our enterprise partner success initiatives, collaborating closely with leadership to establish best practices and drive substantial growth. You will directly engage with C-level executives, senior practice leaders, and key stakeholders at regional and national accounting firms, acting as a strategic advisor to foster long-term relationships and mutual success.

You will develop a comprehensive understanding of each firm's business operations, challenges, and objectives, guiding them on leveraging GustoPro to improve operational efficiency, enhance client service offerings, and grow their practice. This role requires a builder mentality—someone comfortable operating in ambiguity, wearing multiple hats, and contributing to the development of systems, processes, and programs within a fast-paced environment.

Key Responsibilities

• Build and maintain strong relationships with senior stakeholders at large accounting firms to maximize value from GustoPro
• Lead onboarding processes and deliver tailored training aligned with firm-specific workflows and needs
• Travel to partner sites to facilitate in-person meetings and leverage on-site technologies effectively
• Develop and execute strategies to increase adoption and engagement across enterprise accounting firms
• Collaborate with partners on co-branded content, case studies, and resources showcasing successful implementations
• Advise firm leadership on strategic utilization of GustoPro to enhance operational efficiency and growth
• Partner with Enterprise Account Managers to create and implement joint success plans ensuring seamless onboarding, ongoing support, and expansion
• Work cross-functionally with Sales, Marketing, and Product teams to address partner needs and provide actionable feedback
• Track partnership performance metrics and develop strategies to improve outcomes and ROI
• Represent the voice of enterprise partners internally, influencing product and service enhancements
• Contribute to the design and evolution of partner programs tailored to large accounting firms
• Maintain deep industry knowledge, including regulatory landscape and product roadmap updates
• Utilize AI-powered workflows daily, surfacing inefficiencies and collaborating on product improvements

Qualifications

• 6+ years of experience in partner management, account management, or customer success, with a focus on enterprise clients
• 4+ years in a customer-facing role
• 2+ years of experience partnering closely with sales teams (preferred)
• Strong understanding of the accounting firm ecosystem, including business models, challenges, and technology needs
• Exceptional communication, presentation, and relationship-building skills
• Strong listening and empathic communication abilities
• Analytical and strategic problem-solving mindset
• Ability to quickly learn complex products and operate as a credible advisor
• Comfortable working autonomously while collaborating cross-functionally
• Experience with CRM, analytics, and success tools (e.g., Salesforce, Tableau) and Learning Management Systems
• Experience integrating AI into workflows, providing feedback to improve tools and processes
• Willingness to travel, with requirements up to 50% during peak periods

Benefits

• Competitive salary with target on-target earnings (OTE) ranging from $173,000 to $217,500 depending on location and experience
• Uncapped commission plan providing significant earning potential
• Health, dental, and vision insurance
• 401(k) retirement plan with company match
• Flexible work arrangements and remote work options
• Paid time off and holiday leave
• Professional development opportunities and ongoing training
• Collaborative and inclusive company culture