Manager of Account Executive Platform Sales

• 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
• 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
• 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

Benefits

• Gender-affirming care and support
• Family care and support, including family planning and fertility benefits
• A variety of mental health resources
• Medical, dental, and vision insurance for employees and dependents
• Free meals and refreshments at the office (conversation and community is an added bonus!)
• Paid vacation, sick time, bereavement, and holidays, paid leaves, sabbatical, and more

• Direct ownership of OKRs and experience coaching to pipeline management and activity metrics (e.g., dials)
• Strong cross-functional collaborator, comfortable partnering with RevOps, PMM, Product, and Sales Enablement
• Multi-product SaaS experience is a plus
• 3-5+ years leading a quota-carrying SaaS sales team of 10+ reps in a high-velocity upsell/cross-sell motion
• 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