Remote Business Development Manager, Embedded Payroll

Summary

Join Gusto as a Business Development Manager for Gusto Embedded Payroll, connecting people to drive innovation within the company and across the industry.

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
• Travel 20-30% to meet with prospective partners

Benefits

• 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