Future Opportunities: Franchise Sales
Job Description
About Gusto
At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve.
All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy.
AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.
Submit your interest to join our Franchise Sales team!
Gusto is seeking Franchise Sellers who thrive in a fast-paced, builder environment and are interested in being considered for future start dates in 2027. If you’d like to be considered for future opportunities with our team, please complete the form below and upload your resume.
About the Role:
Franchise is one of Gusto’s newest and fastest-growing channels, and it represents a massive, largely untapped market. Our team works the market from two sides. We partner with franchisors, the brands, so Gusto is easy for them to approve and recommend. We also sell directly to franchise owners and multi-unit operators, so franchisees have a clear reason to choose us.
Franchisors protect their brand, support independent owner-operators, and operate within legal limits on how they can endorse vendors. A signed agreement doesn’t guarantee adoption, so the two sides work hand in hand. Partner Managers recruit and sign franchisors, structure agreements, and manage those partnerships over time. Account Executives run an outbound motion into the franchisees in those networks, closing new business that can scale across locations.
This playbook is still being built. Everyone on the team helps shape how Gusto sells into franchise ecosystems as we grow this program into a durable revenue engine for the company.
The Franchise team hires at multiple different levels, and types of roles. Here’s a high level of what you would do day-to-day:
- Build pipeline: Find and win new business through outbound outreach, referrals, events, and industry networks. For Partner Managers that means franchisors. For AEs it means franchise owners and multi-unit operators.
- Own the relationship: Work with senior decision-makers, from brand leaders to regional operators. Guide them from first conversation through signature and beyond.
- Close the deal: Run the process from discovery to signed agreement. Partner Managers structure and negotiate partnership terms. AEs close new customers.
- Drive adoption: Turn a signed deal into real usage. Work with Marketing, Sales Ops, Revenue Operations, and Legal to activate franchise networks and build referenceable wins.
- Show up in the community: Represent Gusto at franchise conferences and industry events, and follow up so those events turn into results.
- Hit your goals: Forecast accurately, track your pipeline, and deliver against your targets.
- Help build the playbook: Test what works, share what you learn, and help shape how Gusto sells into franchise ecosystems.
Positions available in the future range across multiple levels. Here’s what we're looking for:
- Outbound experience: You’ve built your own pipeline in partnerships, or B2B sales, and you’re comfortable starting conversations from scratch.
- Payroll sales experience: You’ve sold payroll or a similar HR and compliance product, and you can speak to the pain points business owners face with payroll, benefits, and compliance.
- Relationship skills: You’re confident with senior executives and business owners, and you know how to earn trust and negotiate.
- Deal experience: You’ve closed commercial deals, such as partnership agreements or SaaS contracts. Experience with terms like revenue share is a plus.
- Franchise familiarity: You understand how franchisors, franchisees, or multi-unit businesses work.
- Data comfort: You set goals, forecast, and report on your performance without hand-holding.
- AI experience: You use AI tools to research prospects, personalize outreach, and work faster, and you check the output before it goes out.
- Builder mindset: You’re self-directed and resourceful, and you like building something new.
- Travel: Some roles travel to conferences and in-market events, depending on the role.
At Gusto, we don't use titles the traditional way, as a signal of rank or hierarchy. Instead, our titles describe two things at once — your craft (what you do, e.g. Engineering, Design) and your scope of ownership (what you're accountable for) — which is why you'll see something like "Head of X" instead of a rank word like "Director" that tells you neither. Because of this, the title on this posting may look different from what you'd expect based on the scope and seniority of the role, and from how similar roles are typically titled elsewhere. If you have questions about how this role compares to your current title or level, your recruiter can help translate.
Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role). The same office expectations apply to all Symmetry roles, Gusto's subsidiary, whose physical office is in Scottsdale.
Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas.
When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required. This includes non-office days for hybrid employees.
Reliable, consistent presence: We expect regular and predictable attendance, whether you're working in-office, hybrid, or fully remote, so that you stay closely connected to your team, customers, and stakeholders in real time and ensure colleagues and customers receive the timely support and responsiveness they deserve.
Our customers come from all walks of life and so do we. We hire great 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.
Gusto is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Gusto considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you.
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Personal information collected and processed as part of your Gusto application will be subject to Gusto's Applicant Privacy Notice.
