Remote opportunity at
GustoPartner Manager, Franchise
Gusto operates a platform offering payroll, health insurance, 401(k)s, and HR services to support small businesses nationwide. The company is currently hiring a Partner Manager, Franchise…
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About This Role
Gusto operates a platform offering payroll, health insurance, 401(k)s, and HR services to support small businesses nationwide. The company is currently hiring a Partner Manager, Franchise to oversee one of its fastest-growing partner channels. In this role, the individual will recruit, sign, and manage franchisors, helping to ensure that franchisees in their networks can easily access Gusto services. The position involves guiding partners through the full lifecycle for managed tiers,…
Job Description
Gusto operates a platform offering payroll, health insurance, 401(k)s, and HR services to support small businesses nationwide. The company is currently hiring a Partner Manager, Franchise to oversee one of its fastest-growing partner channels. In this role, the individual will recruit, sign, and manage franchisors, helping to ensure that franchisees in their networks can easily access Gusto services. The position involves guiding partners through the full lifecycle for managed tiers, recruiting entry-level partners, coordinating outreach, establishing rules of engagement, and collaborating with sales, marketing, legal, and revenue operations teams.
This role is well-suited for professionals who excel at building relationships with brand leaders, negotiating agreements that benefit both parties, and turning partner networks into measurable customer growth. Candidates must be comfortable using AI tools for daily tasks such as research, prioritization, and outreach. Gusto provides full-time employees with competitive base pay, benefits, and equity, with targeted cash compensation ranging from USD 120,410 to 150,000 per year for the Denver metro location, plus opportunities for annual bonuses and quarterly incentive programs. AI fluency is a fundamental component of the position, and team members are expected to actively engage with relevant tools as the technology evolves.
Responsibilities
- Recruit, qualify, and sign franchisor partners across emerging, growth-stage, and mature sectors like health and wellness, children's businesses, and home services
- Run discovery on new partner applications and act as the main point of contact through onboarding
- Run outbound campaigns utilizing prospect lists, partner referrals, franchise sales organizations, and industry associations
- Represent the employer at franchise industry events and trade shows to generate signed partnerships
- Structure and negotiate partner agreements encompassing terms such as offers, revenue share, and co-marketing commitments
- Own the full lifecycle for managed partners from Silver through Platinum, including onboarding, joint planning, performance reviews, and renewals
- Recruit and onboard Bronze partners supported primarily through the partner management platform
- Establish rules of engagement with partners to govern outreach to franchisees while protecting the brand relationship
- Collaborate with sales teams, partner marketing, and franchisor headquarters to drive franchisee adoption and build brand awareness
- Track pipeline, contacts, agreements, and results using Salesforce and partner management tools while meeting or exceeding monthly and annual goals
Requirements
- 5 to 7 years of experience in relationship management, partnerships, business development, sales, or channel management
- Demonstrated track record of building a pipeline via outbound prospecting and managing it from initial conversation to a signed agreement
- Experience closing and structuring partnership or vendor agreements with commercial terms like revenue share or unit economics
- Proficiency with data, forecasting, pipeline management, and reporting on performance metrics
- Strong communication, negotiation, and relationship-building abilities directed at senior executives
- AI fluency demonstrated by utilizing AI tools in daily tasks for research, outreach drafting, and performance analysis, alongside the ability to explain and refine AI workflows
- Resourceful, self-directed working style capable of managing a high volume of work in a fast-paced environment
Qualifications
- Prior franchise industry experience involving work with franchisors, franchisee associations, or franchise sales organizations
- Familiarity with Salesforce
- Familiarity with Outreach, partner management platforms, fintech, HR, or payroll
Core Skills
Benefits
- Competitive base pay
- Benefits package
- Equity in the form of RSUs
- Annual bonus based on role and department
- Eligibility for quarterly incentive programs
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
What is the salary range for the Partner Manager, Franchise position?
The targeted cash compensation for the Denver metro location ranges from $120,410 to $150,000 per year, with final offers determined by factors such as location, experience, and expertise. The role is also eligible for an annual bonus and potential quarterly incentive programs.
What level of experience is required for this role?
Applicants must have 5 to 7 years of experience in relationship management, business development, sales, channel management, or partnerships, along with a track record of outbound prospecting and closing partnership agreements.
Is AI experience required for the Partner Manager role?
Yes, AI fluency is fundamental at Gusto. Candidates must use AI tools in daily work for tasks such as researching prospects, drafting outreach, and analyzing performance, and be able to describe their AI workflows.
What employment type is this position?
This is a full-time position.
Sample Interview Questions
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