Future Opportunities: Channel Sales Experience
WFA Digital Insight
The demand for skilled sales professionals in the digital landscape is on the rise, with a notable growth in the need for experts who can navigate complex partnerships and drive business growth. As the job market evolves, companies like Gusto are at the forefront, seeking talented individuals who can bridge the gap between technology and business strategy. With the remote work model becoming increasingly prevalent, professionals with the ability to thrive in fast-paced, consultative environments are in high demand. Gusto's commitment to empowering small businesses and its focus on creating a diverse and inclusive work environment make it an attractive destination for those looking to make a meaningful impact. Before applying, candidates should be prepared to showcase their skills in consultative sales, relationship-building, and driving business results.
Job Description
About the Role
Gusto is seeking experienced sales professionals to join its Partner Sales team, where they will play a pivotal role in nurturing and developing relationships with accounting firms and financial advisors. This role is designed for individuals who thrive in consultative, fast-paced environments and are passionate about delivering exceptional experiences and driving meaningful results. As a key member of the GustoPro Sales team, you will have the opportunity to work closely with partners to onboard their clients to Gusto's platform, unlock its full value, and drive shared success across the ecosystem.The Partner Sales organization at Gusto is expanding, and the company is always on the lookout for future teammates who are passionate about helping accountants and financial advisors transform the way they serve small businesses. Whether your strengths lie in acquiring new partnerships or nurturing long-term relationships, Gusto offers a dynamic environment where you can grow and develop your skills.
Gusto's mission is to grow the small business economy by handling the hard stuff—like payroll, health insurance, 401(k)s, and HR—so owners can focus on their craft and customers. With teams in Denver, San Francisco, and New York, Gusto supports over 400,000 small businesses across the country and is committed to building a workplace that represents and celebrates the customers it serves.
What You Will Do
- Nurture Partner Relationships: Build and manage trusted relationships with accounting firm partners, growing existing relationships by helping firms activate more clients and deepen their engagement with Gusto.
- Develop & Close Business: Drive new business by identifying, engaging, and onboarding new firms into the Gusto Pro ecosystem.
- Empower Partners: Lead consultative conversations that uncover partner needs and align Gusto's solutions to their business goals.
- Collaborate Cross-Functionally: Work closely with Marketing, Product, and Customer Success to improve the partner experience.
- Drive Adoption: Encourage partners to adopt Gusto's platform, providing support and guidance to ensure successful onboarding.
- Foster Long-Term Relationships: Develop and execute strategies to maintain and grow long-term partnerships, ensuring ongoing satisfaction and engagement.
- Stay Up-to-Date with Industry Trends: Continuously update your knowledge of industry trends, competitor activity, and emerging technologies to identify new business opportunities.
- Develop and Maintain Sales Strategies: Create and implement tailored sales strategies to achieve sales targets and expand Gusto's presence in the market.
What We Are Looking For
- 5+ years of professional sales experience in payroll, HCM, SaaS, or HR tech, with a focus on accounting firms or financial advisors.
- 2+ years of proven success in managing or acquiring a book of business with measurable quota attainment.
- Experience working with accountants, financial advisors, payroll, HR tech, or financial services.
- Skilled in consultative, relationship-based sales and value-driven conversations.
- Strong understanding of the sales process, from prospecting to closing deals.
- Ability to work in a fast-paced environment and adapt to changing priorities.
- Excellent communication and interpersonal skills, with the ability to build strong relationships with partners and internal teams.
Nice to Have
- Experience with CRM software and sales analytics tools.
- Knowledge of the payroll and HR industry, including trends and regulatory requirements.
- Certification in sales or a related field, such as SPIN selling or consultative sales.
- Experience working in a remote or distributed team environment.
Benefits and Perks
- Competitive salary and bonuses based on performance.
- Comprehensive health, dental, and vision insurance.
- 401(k) plan with company match.
- Flexible PTO policy, including vacation days, sick leave, and holidays.
- Remote work stipend to support your home office setup.
- Professional development opportunities, including training and education programs.
- Access to the latest technology and tools to support your work.
How to Stand Out
- Ensure your resume and cover letter are tailored to the sales role, highlighting your consultative sales experience and ability to drive business growth.
- Develop a strong understanding of Gusto's products and services, as well as the payroll and HR industry, to demonstrate your expertise during the interview process.
- Prepare examples of successful sales strategies you've implemented in the past, and be ready to discuss how you would approach similar challenges at Gusto.
- Showcase your ability to work in a fast-paced, remote environment, highlighting your self-motivation, discipline, and excellent communication skills.
- Research Gusto's company culture and values, and be prepared to discuss how you would contribute to and thrive in its dynamic and inclusive work environment.
- Consider creating a portfolio or case studies that demonstrate your sales achievements and accomplishments, to share with the interview team.
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