Manager, Account Executive Platform Sales
About The Position
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.
Requirements
- 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)
- Strong cross-functional collaborator, comfortable partnering with RevOps, PMM, Product, and Sales Enablement
Nice To Haves
- Multi-product SaaS experience is a plus
Responsibilities
- 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
- competitive base pay
- benefits
- equity (RSUs)
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
