Business Development Manager

3 months ago

San Francisco, United States Gusto Full time

About Gusto
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 300,000 businesses nationwide.
Our mission is to create a world where work empowers a better life, and it starts right here at Gusto. That's why we're committed to building a collaborative and inclusive workplace, both physically and virtually. Learn more about our Total Rewards philosophy .
What is Gusto Embedded Payroll?
Gusto Embedded Payroll is an API based product that enables software developers to embed and customize payroll directly into their software. And it works in any type of platform serving small and medium businesses: vertical SaaS, business operations, fintech, neobanks, and more. We've taken the infrastructure we've built servicing tens of millions of paychecks and tens of thousands of tax codes and made it available for software developers.
You can learn more about Gusto Embedded Payroll here .
About the Role
As a Business Development Manager for Gusto Embedded Payroll, your work will be foundational to Gusto's transition from an application company to a platform provider. Your work will connect people in ways that ensure partners can successfully understand, build, and own a payroll product. You will help drive innovation within Gusto and across a $10b+ industry that has seen very little change for years.
Your primary responsibility will be to engage with executive teams within leading technology companies to evaluate, negotiate, and offer Gusto's embedded payroll solution, as a core part of their strategic initiatives. The ideal candidate will have experience in strategic partnerships, business development, and/or enterprise sales, as well as a passion for consulting leadership teams in making complex product/business decisions. Gusto Embedded Payroll is the newest major offering from Gusto and we operate like a startup-candidates who prefer a rapid pace of change and a nascent, fast moving market landscape will feel at home.
Here's what you'll do day-to-day:

  • 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
  • Lead all aspects of deal execution from: identifying and developing accounts, meeting with partners, business case development, to deal structuring, negotiating contracts, and closing
  • 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 internal teams to assist in explaining the vision of embedded payroll to prospects
  • Travel 20-30% to meet with prospective partners


Here's what we're looking for:

  • 5+ years of experience working with B2B API based products through strategic partnerships, business development, or complex enterprise sales operating as either as Business Development Manager, Partnerships Manager, or Account Executive
  • Proven track record of working with complex deals that require frequent customization and collaboration with a product and/or engineering team
  • Experience with 12+ month long deal cycles, identifying decision makers & conducting in-person discussions, negotiations, and closings
  • 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
  • Strong internal and external communication abilities, and interpersonal skills
  • Comfort with a fast-paced environment and changing requirements


Our on-target earnings (OTE) compensation for this role is $154,000/yr to $230,000/yr in Denver & most remote locations, and $187,000/yr to $270,000/yr for San Francisco & New York. OTE Split for this role is 70% base pay + 30% commission pay with an uncapped commission structure. Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above.
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.
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. If you require assistance in filling out a Gusto job application, please reach out to candidate-accommodations@gusto.com.

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