Future Opportunities: Franchise Sales

 

About Gusto

At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve.

All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy.

AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.

Submit your interest to join our Franchise Sales team!

Gusto is seeking Franchise Sellers who thrive in a fast-paced, builder environment and are interested in being considered for future start dates in 2027. If you’d like to be considered for future opportunities with our team, please complete the form below and upload your resume. 

About the Role:

Franchise is one of Gusto’s newest and fastest-growing channels, and it represents a massive, largely untapped market. Our team works the market from two sides. We partner with franchisors, the brands, so Gusto is easy for them to approve and recommend. We also sell directly to franchise owners and multi-unit operators, so franchisees have a clear reason to choose us.

Franchisors protect their brand, support independent owner-operators, and operate within legal limits on how they can endorse vendors. A signed agreement doesn’t guarantee adoption, so the two sides work hand in hand. Partner Managers recruit and sign franchisors, structure agreements, and manage those partnerships over time. Account Executives run an outbound motion into the franchisees in those networks, closing new business that can scale across locations. 

This playbook is still being built. Everyone on the team helps shape how Gusto sells into franchise ecosystems as we grow this program into a durable revenue engine for the company.

The Franchise team hires at multiple different levels, and types of roles. Here’s a high level of what you would do day-to-day:

• Build pipeline: Find and win new business through outbound outreach, referrals, events, and industry networks. For Partner Managers that means franchisors. For AEs it means franchise owners and multi-unit operators.

• Own the relationship: Work with senior decision-makers, from brand leaders to regional operators. Guide them from first conversation through signature and beyond.

• Close the deal: Run the process from discovery to signed agreement. Partner Managers structure and negotiate partnership terms. AEs close new customers.

• Drive adoption: Turn a signed deal into real usage. Work with Marketing, Sales Ops, Revenue Operations, and Legal to activate franchise networks and build referenceable wins.

• Show up in the community: Represent Gusto at franchise conferences and industry events, and follow up so those events turn into results.

• Hit your goals: Forecast accurately, track your pipeline, and deliver against your targets.

• Help build the playbook: Test what works, share what you learn, and help shape how Gusto sells into franchise ecosystems.

Positions available in the future range across multiple levels. Here’s what we're looking for:

• Outbound experience: You’ve built your own pipeline in partnerships, or B2B sales, and you’re comfortable starting conversations from scratch.

• Payroll sales experience: You’ve sold payroll or a similar HR and compliance product, and you can speak to the pain points business