Account Manager (Gusto Pro - Accountant Partnerships)

As an Account Manager at Gusto, you'll be responsible for managing a high volume book of business, cultivating strong relationships with accounting partners, and helping them grow their client bases using the Gusto People Platform. You'll engage with existing partners through consultative sales, keeping them updated on new products and best practices, while also penetrating the firms to onboard new accountants.

To succeed as an Account Manager with Gusto, candidates should have 5+ years of professional sales experience, with at least 2 years focused on managing a book of business and achieving sales quotas. A history of working in fast-paced environments and consistently exceeding targets is vital. Strong interpersonal skills and the ability to build trust with clients are also crucial.

Gusto is committed to the personal and professional growth of its Account Managers. You'll have access to ongoing training, resources, and mentorship to ensure you can deepen your strategic partnerships and enhance your sales capabilities. The collaborative environment encourages team players to share insights and learn from each other.

A typical day for an Account Manager at Gusto revolves around building and nurturing relationships with accounting firms. You’ll engage with a diverse array of clients, provide product demonstrations, respond to inquiries, and manage your sales pipeline. Expect to balance meetings, consultations, and strategic planning as you work towards achieving your new business targets.

At Gusto, our inclusive and collaborative culture greatly influences the Account Manager role. You're encouraged to be creative in your approach, work closely with team members, and support one another in achieving common goals. Our values foster an environment where everyone's contributions are recognized and where diversity is celebrated, making it a great place to thrive.

When approaching relationship building, I focus on understanding the unique needs and challenges of each accounting partner. I invest time in active listening and engagement, proactively seeking ways to demonstrate the value of our platform while ensuring consistent communication to foster trust and loyalty.

I once had a client who was initially resistant to change. I took the time to meet with them regularly, address their concerns, and provide tailored solutions. Through persistence and dedication, I turned the relationship around, ultimately becoming a trusted advisor, which helped increase their engagement with our services.

I focus on several key metrics, including new client acquisitions, retention rates of existing partners, and revenue growth from my book of business. I also track engagement levels with partners to ensure they are taking full advantage of our services, as this directly impacts their satisfaction and long-term partnership.

I regularly read industry publications, attend webinars, and participate in networking events. Staying active in professional groups helps me stay abreast of trends and allows me to better serve my accounting partners by providing insightful guidance based on the latest developments in the industry.

Effective organization and prioritization are key. I use a CRM to track interactions and follow up with clients systematically. I also segment my book of business based on urgency and potential for growth, allowing me to allocate time strategically while ensuring regular touchpoints with all partners.

I see objections as opportunities to better understand the client's concerns. I actively listen and engage, clarifying any misconceptions and providing tailored solutions that address their needs. My goal is to ensure they feel heard and valued while demonstrating how our offerings can specifically alleviate their pain points.

Consultative sales is at the core of my approach. I focus on understanding a client’s needs and building solutions collaboratively. By asking open-ended questions and genuinely listening, I can tailor my offerings to fit their strategic objectives and create mutual value in our partnership.

The most important factor in customer retention is consistently delivering exceptional value and support. This means being responsive, addressing concerns promptly, and continually adding value through insightful suggestions and resources that help the customer succeed. A strong partnership fosters loyalty.

I would approach onboarding by first understanding the unique needs of the new accounting partner. I would provide a thorough walkthrough of our platform, share best practices, and ensure they have all the necessary resources to get started. Additionally, I'd schedule follow-ups to address any questions and establish a strong communication line.

I admire Gusto's commitment to supporting small businesses and its focus on creating an inclusive culture. I believe my sales experience and passion for building relationships align perfectly with Gusto's mission. I’m excited about the opportunity to contribute to a team that genuinely strives to make a positive impact.