Gusto
Gusto simplifies HR, payroll & benefits for modern businesses.
San Francisco, CA
Hybrid

Business Development, Strategic Partnerships

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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 100,000 businesses nationwide.

Gusto’s Business Development team focuses on evaluating and executing strategic partnerships in focused categories.  This role will assess, plan, build, and execute on a strategy to drive new customer acquisition with net new business segment and partnerships.  An emphasized focus will be on co-developing large distribution opportunities for new customer acquisitions. You’ll lead all business development activities through to execution on how Gusto should partner to optimize the value of the partnership jointly solving for our SMB customers for the short and long-term. A few of our partners we have partnerships with today include Clover, Xero, Freshbooks to name a few. You’ll be great in this role if you have an Entrepreneurial mind-set, find passion in building things from the ground up, can develop structure in an un-structured environment, are self-motivated, are an outside of the box thinker and someone with a start-up mentality. You should have a proven track record of influencing at the executive level to the individual contributor all creating exceptional relationships along the way.

Here’s what you’ll do day-to-day:

  • Develop a methodology that calculates markets and assesses opportunities
  • Manage and nurture a category of accounts from prospect to close
  • Evaluate and assess the strategic and economic impact of potential opportunities with prospective partners
  • Map the market of prospective partners and manage the partner acquisition cycle from initial contract to close
  • Lead all aspects of deal execution from: identifying and developing accounts, meeting with partners, business case development, to deal structuring, negotiating contracts, and closing
  • Nurture partners from networking, executing the opportunity and on-going for continued partner success and support
  • Develop GTM plans in conjunction with our team with an understanding of the possible GTM levers to pull and an ability to guide and direct how to train the partner and drive on-going success
  • Communicate and report to leadership the forecast of future deals, business impact, communicate strategy and resolve prospect questions and issues during the deal process
  • Educate partners on the Gusto value proposition for their clients through presentations and demos
  • Collaborate with the BD Account Management, Sales, Marketing, Finance and Biz Tech orgs
  • Become a domain expert in your partner category to provide valuable feedback to Product, Marketing, and Sales on our partner value propositions and positioning
  • Travel 30-40% of time to conferences and cities where your partners exist for in-person new partner activities

Here’s what we’re looking for:

  • 7+ years of experience managing partnerships in a high growth environment
  • Proven track record of hitting and exceeding quotas, including delivering accurate partner forecasts
  • Analytical ability to drive strong commercial outcomes for both Gusto and our partners
  • Expertise developing business cases, financial analysis and modeling, and familiarity of partnerships legal agreements
  • Experience developing co-marketing / co-selling strategies with large partnerships
  • Strong internal and external communication abilities, and interpersonal skills
  • Comfort with a fast-paced environment and changing requirements
  • Experience with 4+ month long sales cycles, identifying decision makers and in-person selling

Our customers come from all walks of life and so do we. We hire 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.

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What are Gusto Perks + Benefits

Gusto Benefits Overview

Taking care of our people is just as important as taking care of our customers. We offer competitive total compensation packages with an emphasis on equity, along with many other great benefits, some of which are included below!

Medical, dental, and vision
Comprehensive medical, dental, and vision benefits, plus a variety of mental health resources.

Time off
Gusties are encouraged to take the time off they need to continue doing great work.

Inclusive healthcare
Fertility benefits, parental leave, pregnancy termination, caregiving, gender-affirming surgery, hormone treatments, transgender-inclusive services, and more.

Free meals and refreshments
If you work at one of our offices, enjoy food, drinks, and snacks— on us. Conversation and community is an added bonus!

Sabbaticals
Celebrate 5 or 10 years at Gusto and take a month off to recharge.

Stipends
Take advantage of monthly internet, phone, and wellness stipends. Enjoy commuter or remote work stipends, along with and cash for your Gusto anniversaries!

Culture
Open office floor plan
Employee resource groups
Quarterly engagement surveys
Hybrid work model
Diversity
Dedicated diversity and inclusion staff
Diversity employee resource groups
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Mental health benefits
Transgender health care benefits
Financial & Retirement
401(K)
Company equity
Child Care & Parental Leave Benefits
Generous parental leave
Family medical leave
Adoption Assistance
Fertility benefits
Gusto provides a benefit designed to support your unique parenthood journey. The benefit is not health insurance, but rather provides resources to make family forming more accessible to everyone.
Vacation & Time Off Benefits
Generous PTO
Sabbatical
Paid holidays
Paid sick days
Bereavement leave benefits
Office Perks
Commuter benefits
Free daily meals
If you work at one of our offices, enjoy food, drinks, and snacks— on us.
Free snacks and drinks
Fitness stipend
Home-office stipend for remote employees
Professional Development Benefits
Lunch and learns
Promote from within

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