120K–150K USD / year
Partner Manager, Franchise
Business developmentHybrid — Denver, CO
Published on 2026-11-06
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About this role
Own the franchise partnership lifecycle at Gusto, from recruiting and signing franchisors to managing agreements and partner performance. Work with sales, marketing, legal, and operations teams to help franchisors recommend Gusto and drive adoption among their franchisees.
About the company
Gusto is a digital platform that provides payroll, benefits, and human resource management solutions for small to medium-sized businesses. The company focuses on simplifying HR processes and ensuring compliance, while also offering tools for employee engagement and retirement planning.
What you'll do
- Identify, prospect, qualify, and sign franchisor partners.
- Structure and negotiate partner agreements, including commercial terms and co-marketing commitments.
- Manage onboarding, joint planning, performance reviews, and renewals for Silver–Platinum partners.
- Coordinate with sales and marketing teams to drive franchisee adoption.
- Forecast pipeline, track partner results, and report performance to leadership.
- Represent Gusto at franchise industry events and improve the franchise partnership program.
What we're looking for
- 5–7 years of experience in relationship management, partnerships, business development, sales, or channel management.
- Experience closing and structuring partnership or vendor agreements, including revenue share or unit economics.
- Demonstrated success building an outbound pipeline and managing it through signed agreements.
- Comfortable setting goals, forecasting, and reporting on performance.
- Strong communication, negotiation, and relationship-building skills, including with senior executives.
- Able to manage high volumes of work and collaborate in a fast-paced environment.
- Uses AI tools for research, prospecting, outreach, analysis, and routine tasks, while checking results with sound judgment.
Nice to have
- Franchise industry experience.
- Experience with Salesforce, Outreach, or partner management platforms.
- Fintech, HR, or payroll experience.
Benefits
- Annual bonus eligibility.
- May be eligible for quarterly incentive programs.
- Equity (RSUs).