Business Development Manager - Gusto Pro Partnerships

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. 

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. 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.

Here’s what you’ll do day-to-day:

• 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

Here’s what we're looking for:

• 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.
• 30% travel required

Our cash compensation amount for this role is targeted at $141,000 - $172,000 in San Francisco and New York, and $116,000 - $142,000 in Denver and most remote locations. Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the amounts listed above.