Manager, Account Executive Platform Sales

Gusto • Denver, AZ

2d

About The Position

As a People Empowerer (PE) on Gusto’s Platform Sales team, this role manages a quota-carrying, high-velocity pod of 10–12 Account Executives, coaching them toward multi-product quota attainment, strong pipeline management, and activity metrics such as dials. The role’s coaching cadence includes weekly one-on-ones, call reviews and coaching debriefs, roleplays, and quarterly performance development plans (PDPs).

Beyond managing the pod, the manager owns cross-functional relationships with Revenue Operations (RevOps), Product Marketing (PMM), Product, and Sales Enablement, helping shape strategy for the products Platform Sales sells and the broader direction of the team. The manager also has direct ownership of two to three active team OKRs, including agent builds, cross-functional strategy sessions, and ensuring initiatives are followed through.

Platform Sales helps small businesses get more value from Gusto’s platform through fast, efficient upsell and cross-sell motions, using product signals and marketing-driven leads to generate expansion revenue. The team is scaling to approximately 54 employees across five pods.

Requirements

• 3–5+ years leading a quota-carrying SaaS sales team of 10 or more representatives in a high-velocity upsell/cross-sell motion.
• Direct ownership of OKRs.
• Experience coaching teams on pipeline management and activity metrics, such as dials.
• Strong cross-functional collaboration skills, including partnering with RevOps, PMM, Product, and Sales Enablement.

Nice To Haves

• Multi-product SaaS experience.

Responsibilities

• Manage a pod of 10–12 quota-carrying Account Executives, coaching them on multi-product quota attainment, pipeline health, and activity metrics such as dials.
• Run weekly one-on-ones and call review and coaching debriefs with each team member.
• Facilitate roleplays for team members 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 direct responsibility for two to three active team OKRs and ensure initiative follow-through.
• Deliver quarterly PDPs.

Benefits

• Competitive base pay
• Benefits
• Equity in the form of RSUs

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed