Manager, Account Executive Platform Sales

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.

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

Pay and benefits

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 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.

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