Future Opportunities: Franchise Sales

Gusto, Inc.•Atlanta, GA

About The Position

Gusto is inviting candidates to express interest in future Franchise Sales opportunities, with anticipated start dates in 2027. The Franchise team works with both franchisors and franchisees: it partners with franchisor brands to make Gusto easy to approve and recommend, and sells directly to franchise owners and multi-unit operators. Because franchisor agreements do not guarantee adoption, partnership work and direct sales work are coordinated to drive usage across franchise networks. The team is building its sales playbook and developing the Franchise channel into a durable revenue engine. Roles span multiple levels and include Partner Managers, who recruit franchisors, structure and negotiate agreements, and manage partnerships, as well as Account Executives, who prospect franchisees and close new business that may expand across locations. Team members build pipeline, manage senior-level relationships, take deals from discovery through signature, drive adoption in collaboration with internal teams, represent Gusto at industry events, meet sales goals, and contribute to improving the playbook. Some roles involve travel to conferences and in-market events. Gusto has offices in Denver, San Francisco, and New York City, and employees based in those locations are expected to work from the office on designated days approximately two to three days per week, or more depending on the role. When approved to work elsewhere, employees need a secure, reliable, and consistent internet connection. Gusto expects regular and predictable attendance across work arrangements.

Requirements

Experience building a pipeline through outbound prospecting in partnerships or B2B sales, including starting conversations from scratch.
Experience selling payroll or a similar HR and compliance product, with an understanding of business owners’ payroll, benefits, and compliance challenges.
Confidence working with senior executives and business owners, earning trust, and negotiating.
Experience closing commercial deals, such as partnership agreements or SaaS contracts.
Ability to set goals, forecast, and report on performance independently.
Use AI tools to research prospects, personalize outreach, and work efficiently; review AI-generated output before sending it.
Self-directed and resourceful approach, with an interest in building something new.

Nice To Haves

Experience with deal terms such as revenue sharing.
Familiarity with franchisors, franchisees, or multi-unit businesses.

Responsibilities

Build pipeline and win new business through outbound outreach, referrals, events, and industry networks; Partner Managers focus on franchisors, while Account Executives focus on franchise owners and multi-unit operators.
Own relationships with senior decision-makers, including brand leaders and regional operators, from initial conversations through signature and beyond.
Run deals from discovery to signed agreement; Partner Managers structure and negotiate partnership terms, while Account Executives close new customers.
Drive adoption after agreements are signed, collaborating with Marketing, Sales Ops, Revenue Operations, and Legal to activate franchise networks and develop referenceable wins.
Represent Gusto at franchise conferences and industry events and follow up to turn those engagements into results.
Forecast accurately, track pipeline, and deliver against goals.
Test sales approaches, share learnings, and help build Gusto’s playbook for selling into franchise ecosystems.