Partner Manager, Franchise

Gusto, Inc.•Denver, CO

2d•$120,410 - $150,000•Hybrid

About The Position

Gusto is hiring a Partner Manager to own its growing franchise partner channel. The role recruits and signs franchisors, then manages partnerships so franchisees can access Gusto’s payroll, benefits, and HR platform on partner terms. Because a signed agreement does not guarantee franchisee adoption, the Partner Manager makes Gusto easy for franchisors to approve and recommend and gives franchisees a clear reason to choose the platform. The Partner Manager owns the full partnership lifecycle for managed partners in the Silver through Platinum tiers and leads recruitment for entry-level Bronze partners. The role works closely with a dedicated franchise Account Executive, Mid-Market Sales, Partner Marketing, Revenue Operations, and Legal. It is suited to someone who enjoys building relationships with brand leaders, structuring mutually beneficial agreements, and growing a partner portfolio into measurable customer adoption. The position is targeted at $120,410–$150,000 in cash compensation for the Denver metro location. The role is eligible for an annual bonus and may be eligible for quarterly incentive programs. Gusto has offices in Denver, San Francisco, and New York City; 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. Work from another location requires a secure, reliable, and consistent internet connection. Regular and predictable attendance is expected.

Requirements

5–7 years of experience in relationship management, partnerships, business development, sales, or channel management.
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 setting goals, forecasting, and reporting on performance data.
Strong communication, negotiation, and relationship-building skills, including with senior executives.
AI fluency: uses AI tools in daily work to research and prioritize prospects, draft and personalize outreach, analyze partner performance, and speed up routine tasks; applies judgment to final results and can describe how AI workflows are built, refined, and checked.
Quick learner who collaborates well, is self-directed and resourceful, and can thrive in a fast-paced, changing environment while thinking strategically and executing tactically.
Ability to manage a high volume of work while remaining responsive to partners and teammates.

Nice To Haves

Franchise industry experience, such as working with franchisors, franchisee associations, or franchise sales organizations.
Experience with Salesforce.
Experience with Outreach, partner management platforms, or fintech, HR, or payroll.

Responsibilities

Identify, qualify, recruit, and sign franchisors across emerging, growth-stage, and mature brands, with a focus on health and wellness, children's businesses, and home services.
Conduct discovery for new partner applications and serve as the franchisor's primary contact through onboarding.
Build outbound campaigns using prospect lists, partner referrals, franchise sales organizations, industry associations, and competitive displacement opportunities; use AI and sales tools to research and reach decision-makers.
Represent Gusto at franchise industry events and trade shows and follow up to convert event participation into signed partners.
Assign new partners to the appropriate program tier based on expected franchisee growth and engagement.
Structure and negotiate partner agreements with Legal and Revenue Operations, including offers, revenue share, and co-marketing commitments.
Own onboarding, joint planning, performance reviews, and renewals for managed Silver–Platinum partners; recruit and onboard Bronze partners, who are mainly supported through the partner management platform.
Agree on rules of engagement with each partner for reaching franchisees while protecting the partner's brand relationship.
Coordinate with the franchise Account Executive and Mid-Market Sales on target brands, recruiting franchisors while sales engages with their franchisees.
Coordinate with Partner Marketing on co-branded assets, landing pages, webinars, and event outreach.
Work with franchisor headquarters teams, including franchise support, onboarding, and training, to build franchisee awareness.
Explore integrations with franchisors' operating platforms alongside product and integrations teams.
Meet or exceed monthly and annual goals by forecasting accurately and managing a partner pipeline from first conversation through signature and beyond.
Use Salesforce and partner management tools to track pipeline, contacts, agreements, and results, and report key partner metrics to leadership.
Conduct regular performance reviews and manage contract commitments with each partner.
Collaborate with the team and cross-functional colleagues and help improve the franchise program.