Partner Sales; CPA & Accounting Firm

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  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.

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.

• 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.

• 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…