About Gusto

Gusto is a modern, online people platform that helps small businesses take care of their teams. On top of full-service payroll, Gusto offers health insurance, 401(k)s, expert HR, and team management tools. Today, Gusto offices in Denver, San Francisco, and New York serve more than 300,000 businesses nationwide.

Our mission is to create a world where work empowers a better life, and it starts right here at Gusto. That’s why we’re committed to building a collaborative and inclusive workplace, both physically and virtually. Learn more about our Total Rewards philosophy.

We are looking for a dynamic individual  to drive high intent inbound leads and indirect revenue through established and new franchise partnerships to achieve business objectives. The Franchise Development Manager will be responsible for developing, nurturing and ultimately growing current franchise partnerships as well as acquiring new franchise alliances. This individual will be the primary contact for all corporate and franchise group relationships for all cross-functional needs including Engineering, Marketing, Product Management, and Sales. The role requires crisp and prompt ongoing partner communications focused on marketing and sales activities and forward planning to drive customer and revenue growth, SLA and partner performance reviews to identify areas in need of attention and investment.

This role is ideally suited for someone who is creative, enjoys creating new partner programs and motions through strategically structured agreements. You will take part in idea generation by building/leveraging relationships, opportunities, and allowing your curiosity to drive profitability. You’re hungry for success, and create win-win-win scenarios while delivering impactful results for our partners and customers.

The Channel Development team is growing, and is working to drive new customer growth and revenue through sales and marketing initiatives within existing product and referral partnerships. This team is also responsible for developing new and unique programs to drive growth across segments within Gusto. We are strategic, creative and dynamic, with a passion to bring great solutions to small businesses to make otherwise mundane tasks easier via our partner solutions.

Here’s what you’ll do day-to-day:

• Utilize CRM to actively track and analyze sales leads and customer interactions to enhance business relationships with customers and drive sales growth
• Monthly and quarterly performance governance to ensure growth targets are on track
• Regular contract management to ensure Gusto and partner are delivering against the contractual commitments within the MSA or any other contractual agreements.
• Meet or exceed monthly annual goals by accurately forecasting, effectively managing a pipeline of opportunities, and managing a full-cycle partnership; from prospect to ongoing development
• Initiative Planning – Build comprehensive GTM strategy for growth and expansion with individual franchise relationships.
• Analyze and report on leads generated through programs, forecast for strategic changes and report on key metrics
• Be a consultative thought-partner with your team, as well as with cross-functional team members to drive growth and close rates for partner prospects
• Manage franchisor deliverables in the sales process including executive calls, review of new and existing franchise pipelines

Here’s what we’re looking for:

• Minimum of 7+ years of Relationship Management, Sales, and/or Partner Channel Management, preferably within the franchise industry; fintech experience preferred
• Experience with Salesforce CRM a plus
• Experience structuring agreements and unit economics to drive optimal results from logo, franchisee and
• Quick learner who collaborates well with others
• You are able to thrive in a fast paced, rapidly changing sales environment – you move quickly, think strategically and excel at tactical execution.
• You are a self-motivated, self-directed and resourceful professional ready to grow your career
• Ability to manage high volume of work while maintaining a high degree of responsiveness.

Our cash compensation amount for this role is targeted at $141,000 – $172,000 in San Francisco and New York, and $116,000 – $142,000 in Denver and most remote locations. Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the amounts listed above.

Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role). The same office expectations apply to all Symmetry roles, Gusto’s subsidiary, whose physical office is in Scottsdale.

Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas.

When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required.

Our customers come from all walks of life and so do we. We hire great people from a wide variety of backgrounds, not just because it’s the right thing to do, but because it makes our company stronger. If you share our values and our enthusiasm for small businesses, you will find a home at Gusto.

Gusto is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Gusto considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you.

Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer.