Greenhouse ·
full-timeManager, Account Executive Platform Sales
Gusto · Atlanta, GA - Hybrid; Denver, CO - Hybrid; Scottsdale, AZ - Hybrid
Gusto is a company focused on supporting the small business economy by providing integrated tools for payroll, health insurance, and HR administration. As a Manager on the Platform Sales team, you will function as a People Empowerer, leading a high-velocity pod of 10 to 12 Account Executives. Your daily responsibilities involve coaching team members to achieve multi-product quota attainment through rigorous pipeline management, activity tracking, and regular call reviews. You will facilitate professional development through weekly one-on-ones, roleplays, and quarterly performance reviews. Beyond direct team management, this role requires significant cross-functional collaboration with departments such as RevOps, Product, and Sales Enablement to refine sales strategies and product positioning. You will also take ownership of specific team OKRs, driving initiatives that enhance the efficiency of upsell and cross-sell motions. This position is well-suited for an experienced sales leader with a background in managing high-velocity SaaS teams, who possesses the ability to balance tactical coaching with strategic operational ownership in a fast-paced, collaborative environment.
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 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,
| Role | Manager, Account Executive Platform Sales |
|---|---|
| Company | Gusto |
| Location | Atlanta, GA - Hybrid; Denver, CO - Hybrid; Scottsdale, AZ - Hybrid |
| Type | full-time |
| Compensation | Not disclosed |
| Posted | 2026-10-12 |
| Deadline | Rolling |
Typical process for this type of role
A general guide — the exact steps for this specific listing may vary; check the original posting for details.
- 1ApplicationSubmit your resume through the apply link.
- 2ScreeningRecruiter reviews your background against the role.
- 3AssessmentA technical test, assignment, or coding round, depending on the role.
- 4Interview(s)One or more rounds with the hiring team.
- 5OfferOffer letter with compensation and start date.
Before you apply
0/4Manager, Account Executive Platform Sales at Gusto: frequently asked questions
- What is the salary for this role?
- Gusto has not stated compensation in the listing. Check the original posting or ask during the application process.
- Is the Manager, Account Executive Platform Sales position remote, hybrid or onsite?
- The listing gives Atlanta, GA - Hybrid; Denver, CO - Hybrid; Scottsdale, AZ - Hybrid as the location and does not state a work mode.
- What is the application deadline?
- Gusto has not listed a fixed deadline, so apply early in case the opening is filled.
- How do I apply for the Manager, Account Executive Platform Sales role?
- Use the Apply button on this page. It opens the original listing on job-boards.greenhouse.io, where you submit your application with the company.
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