Gusto is hiring a
Business Development Manager

Summary

The job is for a Business Development Manager at Gusto Embedded Payroll, responsible for engaging with executive teams of leading technology companies to offer Gusto's embedded payroll solution. The role requires experience in strategic partnerships, business development, or complex enterprise sales and a preference for a fast-paced environment.

Requirements

• 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

Responsibilities

• 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

Benefits

• 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
• 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