Business Development Manager, Gusto
Gusto Pro Partnerships
$116-142k
30% travel required
2-3 days a week in office
Automated payroll, benefits & HR platform
Open for applications
Automated payroll, benefits & HR platform
1001+ employees
Open for applications
$116-142k
30% travel required
2-3 days a week in office
1001+ employees
Company mission
To create a world where work empowers a better life.
Role
Who you are
- This role is ideally suited for someone who is creative, excels at cross-functional stakeholder management, enjoys crafting complex initiatives and driving growth through strategically structured agreements
- Minimum of 7+ years of experience in business development, or partnerships with a strong focus on outbound prospecting and partner acquisition, preferably within the accounting industry; fintech experience preferred
- Experience with Salesforce CRM a must
- Experience structuring agreements and unit economics to drive optimal results
- Quick learner who collaborates well with others
- Ability to work cross-functionally and manage multiple projects simultaneously
- Ability to thrive in a fast-paced, target-driven environment with a hunter mentality
- Understanding of APIs and technical integrations
- You are a self-motivated, self-directed and resourceful professional ready to grow your career
- Ability to manage high volume of work while maintaining a high degree of responsiveness
What the job involves
- The Channel Development team is growing, and is working to drive new customer growth and revenue through sales and marketing initiatives via product and referral partnerships
- This team is responsible for developing new and unique programs to drive growth across segments within Gusto. We are highly cross-functional, strategic, creative and we move fast with a passion to bring great solutions to small businesses to make otherwise mundane tasks easier via our partner solutions
- We are looking for a dynamic and results-driven Business Development Manager to establish new partnerships within the accounting industry with the goal of delivering high-intent inbound leads and indirect revenue
- In this role, you will be responsible for identifying and sourcing strategic partnerships that drive incremental market share, enhance our ecosystem, and deliver value to our accountant partners and our mutual customers
- You’ll work cross-functionally to align partnerships with our business objectives and play a critical role in scaling our business
- You will take part in idea generation by building/leveraging relationships, opportunities, and allowing your curiosity to drive profitability. You’re hungry for success, and create win-win-win scenarios while delivering impactful results for our partners and customers
- Proactively research and identify new partnership opportunities that align with business objectives
- Develop and execute outbound prospecting strategies to engage potential partners
- Build and manage a pipeline of prospective partners, ensuring consistent deal flow
- Conduct initial outreach, lead negotiations, and close new partnership agreements
- Work closely with cross-functional teams to align partnership strategies with company goals
- Analyze industry trends, competitive landscapes, and market dynamics to uncover new opportunities
- Track and report on key business development metrics, including outreach efforts, conversion rates, and partnership impact
- Represent the company at industry events, networking opportunities, and partner meetings to expand visibility and relationships
- Stay up to date on emerging trends and best practices in partner acquisition and business development
- Monthly and quarterly performance governance to ensure growth targets are on track
- Regular contract management to ensure Gusto and partner are delivering against the contractual commitments within the MSA or any other contractual agreements
- Meet or exceed monthly annual goals by accurately forecasting, effectively managing a pipeline of opportunities
- Stay informed about industry trends, competitive landscapes, and emerging technologies
- Be a consultative thought-partner with your team, as well as with cross-functional team members to drive growth and close rates for partner prospects
- When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required
Our take
For many small businesses, vital administrative tasks such as payroll, taxes, and benefits are manual tasks that take time and energy which many SMB owners don’t have. The three co-founders of Gusto – all coming from small business backgrounds – collaborated on a Fintech company that would handle employee payments, benefits administration, and compliance support specifically for small businesses.
The company may have started slowly, as the founders focused on nailing each individual aspect of Gusto’s operations, but has now skyrocketed to unicorn status with more than 200,000 customers and a multi-billion dollar valuation. In 2021, Gusto began acquiring other companies to strengthen its offering and its position in a competitive market, including two other fintech startups, Ardius and Symmetry.
Through its continued acquisitions and fundraising efforts, the company has carved out a strong position for itself in the space. Although Gusto has found itself impacted by the macroeconomic situation, through the significant effect it has had on its clientele, the company still appears positive for the future after raising funds in 2023 that will see it reach key profitability benchmarks. It continues to consolidate its platform, for example by integrating with OpenComp to grant its users access to the company's Compensation Intelligence Platform.
Steph
Company Specialist at Welcome to the Jungle
Insights
45% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
May 2022
$55m
SERIES E
Aug 2021
$175m
SERIES E
Total funding: $706.1m
Company benefits
- Comprehensive medical, dental, and vision benefits, plus a variety of mental health resources
- Flexible vacation - Gusties are encouraged to take the time off they need to continue doing great work
- Fertility treatments, parental leave, pregnancy termination, caregiving, gender-affirming surgery, hormone treatments, transgender-inclusive services, and more
- If you work at one of our homebases, enjoy food, drinks, and good conversation — on us
- Celebrate 5 or 10 years at Gusto and take a month off to recharge
- Take advantage of internet, phone, commuter, and wellness stipends each month, along with a WFH stipend and cash for anniversaries
Company HQ
Central Waterfront, San Francisco, CA
Leadership
Joshua Reeves
(CEO)Studied Electrical Engineering at Stanford and went onto co-found Gusto in 2011.
Tomer London
(CPO)Has a PhD in Electrical Engineering from Stanford. Was a Researcher at Intel, and then interned at Bump Technologies. Co-founded Vizmo, a mobile self-service technologies company, in 2008. Co-founded Gusto in 2011.
Edward Kim
(Head of Engineering)Studied Electrical Engineering at Stanford. Was Senior Project Engineer at Volkswagen of America Electronics Research Lab and then co-founded Picwing, a printed photos company, in 2008. Co-founded Gusto in 2011.
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