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

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