Business Development Manager - Gusto Pro Partnerships

Gusto; Denver (CO); Hybrid; USD 116,000 - 142,000; Full time

Job summary

An established industry player is seeking a dynamic Business Development Manager to drive growth through strategic partnerships in the accounting sector. This role involves identifying new opportunities, negotiating agreements, and collaborating with cross-functional teams to enhance market share. The ideal candidate will have a strong background in business development, particularly in outbound prospecting, and a knack for building relationships that foster mutual success. Join a company that values creativity and collaboration, where your contributions will directly impact small businesses and their teams. If you're driven and passionate about making a difference, this is the perfect opportunity for you.

Benefits

Health Insurance

401(k) Plans

Flexible Work Schedule

Collaborative Work Environment

Professional Development Opportunities

Qualifications

• 7+ years in business development or partnerships, preferably in accounting or fintech.
• Experience with Salesforce CRM and structuring agreements for optimal results.

Responsibilities

• Identify and source new partnership opportunities aligned with business objectives.
• Develop outbound prospecting strategies and manage a pipeline of prospective partners.

Skills

Business Development

Outbound Prospecting

Stakeholder Management

Negotiation

Market Analysis

Relationship Building

Salesforce CRM

Understanding of APIs

Education

Bachelor's Degree

Tools

Salesforce

Job description

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 400,000 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.

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.

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.

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).

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.