Description
At Gusto, we're on a mission to grow the small business economy.
We handle the hard stuff , payroll, health insurance, 401(k)s, and HR , so owners can focus on their craft and their customers.
You will recruit and sign franchisors, and manage the partnerships once they are signed. When a franchisor becomes a Gusto partner, the franchisees in its network can access Gusto's payroll, benefits, and HR platform on partner terms.
Responsibilities
- Recruit franchisor partners: Identify, qualify, and sign franchisors across emerging, growth-stage, and mature brands, with a focus on sectors such as health and wellness, children's businesses, and home services.
- Structure and manage partnerships: Place each new partner in the right program tier based on their expected franchisee growth and engagement.
- Drive franchisee adoption: Work with the franchise Account Executive and Mid-Market Sales on a shared list of target brands.
- Manage performance and operations: Meet or exceed monthly and annual goals by forecasting accurately and managing a pipeline of partners from first conversation to signature and beyond.
Requirements
- 5–7 years of relationship management, partnerships, business development, sales, or channel management experience.
- Experience closing and structuring partnership or vendor agreements, including commercial terms such as revenue share or unit economics.
- A track record of building a pipeline through outbound prospecting and managing it from first conversation to signed agreement.
- Comfort with data. You can set goals, forecast, and report on performance.
- Strong communication, negotiation, and relationship-building skills, including with senior executives.
- Experience with Salesforce is a plus. Experience with Outreach, partner management platforms, or fintech, HR, or payroll is also a plus.
- AI fluency: you use AI tools in your daily work to research and prioritize prospects, draft and personalize outreach, analyze partner performance, and speed up routine tasks, and you apply your own judgment to the final result.
Benefits
- Competitive base pay
- Benefits
- Equity (RSUs)
- Annual bonus based on role and department
- Quarterly incentive programs