Manager, Account Executive Platform Sales

 

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.

About the Role:

As a People Empowerer (PE) on Gusto's Platform Sales team, you'll be the sales manager for a quota-carrying, high-velocity pod of 10-12 Account Executives — responsible for coaching your team to multi-product quota attainment, pipeline management, and activity metrics like dials. Your coaching cadence includes weekly 1:1s, call review and coaching debriefs, roleplays, and quarterly PDPs. Beyond your own pod, you'll own cross-functional relationships with RevOps, PMM, Product, and Sales Enablement, shaping strategy not just for your Gusties but for the products Platform Sales sells and the team's broader direction. You'll also carry DRI ownership on 2-3 active OKRs — agent builds, cross-functional strategy sessions, and initiative follow-through are core parts of the role.

About the Team:

Platform Sales helps small businesses get more value out of Gusto's platform through fast, efficient upsell and cross-sell motions, leveraging product signals and marketing-driven leads to drive expansion revenue at pace. The team is scaling to roughly 54 Gusties across 5 pods, each led by a PE who combines quota-carrying sales coaching — pipeline management, activity metrics like dials, and multi-product quota attainment — with real strategic ownership over the products and processes the team runs on, in partnership with RevOps, PMM, Product, and Sales Enablement.

Here’s what you’ll do day-to-day:

• Manage a pod of 10-12 quota-carrying AEs, coaching to multi-product quota attainment, pipeline health, and activity metrics like dials

• Run weekly 1:1s and call review / coaching debriefs with each Gustie in your pod

• Facilitate roleplays for Gusties in a growth stage and lead weekly pod syncs

• Partner with RevOps, PMM, Product, and Sales Enablement to shape sales strategy and product positioning

• Own DRI responsibility for 2-3 active team OKRs and deliver quarterly PDPs

Here’s what we're looking for:

• 3-5+ years leading a quota-carrying SaaS sales team of 10+ reps in a high-velocity upsell/cross-sell motion

• Direct ownership of OKRs and experience coaching to pipeline management and activity metrics (e.g., dials)

• Multi-product SaaS experience is a plus

• Strong cross-functional collaborator, comfortable partnering with RevOps, PMM, Product, and Sales Enablement

Our cash compensation range for this role is $143,675 to $176,000 OTE in Denver & Atlanta, $126,530 to $155,000 OTE in Phoenix. Final offer amounts are determined by multiple factors, including candidate location, experience and expertise, and may vary from the amounts listed above.

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