Account Manager (GustoPro Sales)

The Account Manager at GustoPro is responsible for managing a high volume book of business by building strong, long-lasting relationships with accounting partners. On average, you will manage between 80-120 accounting partners, engaging in a consultative sales process with over 200 clients each quarter. Your role includes onboarding new accountant partners, keeping them informed about product developments, and using your expertise to advocate for their needs. Additionally, you'll penetrate accounting firms to help them adopt Gusto's solutions internally.

For the Account Manager position at GustoPro, candidates are expected to have at least 5 years of professional experience in sales, with a minimum of 2 years managing a book of business and carrying a quota. Preference is given to applicants who have a proven track record of exceeding sales targets in high-volume environments.

Success in the Account Manager role at GustoPro requires a strong blend of sales acumen coupled with excellent customer-service skills. You must possess the ability to build rapport and trust with clients, have strong consultative sales capabilities, and exhibit organizational skills to manage a high volume of accounting partners effectively. Additionally, the ideal candidate will be a team player who enjoys collaboration and can effectively communicate Gusto’s value proposition.

At GustoPro, the targeted cash compensation for the Account Manager role ranges from $102,000 to $125,000 OTE. It's important to note that final offers will be determined based on multiple factors, including the candidate's experience and expertise. This reflects our commitment to valuing the skills and contributions of our employees.

GustoPro offers a flexible work environment that includes both remote work options and a collaborative office space in Denver, San Francisco, and New York City. Employees are expected to work from the office a few days a week, ensuring a blend of in-person collaboration and remote flexibility that supports diverse working styles.

To build relationships with accounting partners, I would first focus on understanding their individual needs and pain points. This involves active listening and engaging in consultative conversations. Regular check-ins, providing valuable insights, and demonstrating how Gusto's services can meet their needs would help establish trust and foster long-lasting partnerships.

In managing my book of business, I implemented a strategic approach by segmenting my partners based on their specific needs and potential for growth. This allowed me to tailor my sales initiatives effectively. I regularly analyzed my sales pipeline, set measurable goals, and adjusted my strategies as necessary to consistently meet and exceed sales quotas.

For onboarding new accountant partners, I would leverage a structured onboarding process that includes comprehensive product demos tailored to their needs. I would ensure that they feel fully supported by offering training resources and regular check-ins. This structured approach would help them quickly understand Gusto's value proposition and how to maximize their use of the platform.

In competitive sales scenarios, I focus on differentiating Gusto by highlighting our unique value propositions and tailored customer experiences. I would conduct thorough research on competitors and prepare a well-rounded argument that addresses potential objections, emphasizing the advantages that Gusto offers in terms of service and innovation.

To keep accounting partners informed, I would develop a communication strategy that includes regular updates via email newsletters, informational webinars, and one-on-one meetings when necessary. I believe transparency is key to maintaining trust and ensuring partners feel valued and informed about how they can leverage new features and enhancements to benefit their clients.

My motivation in a sales role comes from the ability to help others succeed, especially small businesses that rely on Gusto's services to improve their operations. Achieving sales goals is gratifying, but knowing that I'm contributing to a partner's growth and creating lasting relationships is what truly drives me.

Once, a client was unhappy with a product feature that did not meet their expectations. I listened carefully to their concerns and proposed a tailored solution. By going above and beyond, gathering feedback, and working closely with our product team, we not only resolved the issue but also strengthened our relationship, leading to further business opportunities.

To manage a high volume of clients effectively, I utilize CRM tools to prioritize interactions based on urgency and importance. I develop a schedule that incorporates regular touchpoints with each client while allowing flexibility for any unforeseen issues. Time management and continuous assessment of which accounts need attention are critical to ensuring all clients receive proper support.

Collaboration plays a vital role in my sales approach. I believe that leveraging team strengths can lead to greater client satisfaction and innovative solutions. Working closely with my team enables us to share insights and strategies, ultimately enhancing our service offerings and achieving our collective goals more effectively.

When demonstrating Gusto’s platform, I focus on personalization and relevance to the client's specific needs. I would walk them through key features, showcasing how each can solve their unique challenges. Real-world case studies and interactive demonstrations can also provide a compelling narrative that illustrates the tangible benefits of adopting Gusto.