Manager, Account Executive Platform Sales

About the Role:

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.

About the Team:

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.

Here’s what you’ll do day-to-day:

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

Here’s what we're looking for:

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)

Multi-product SaaS experience is a plus

Strong cross-functional collaborator, comfortable partnering with RevOps, PMM, Product, and Sales Enablement

Our cash compensation range for this role is $143,675 to $176,000 OTE in Denver & Atlanta, $126,530 to $155,000 OTE in Phoenix. Final offer amounts are determined by multiple factors, including candidate location, experience and expertise, and may vary from the amounts listed above.