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Senior Franchise Account Executive
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.
About the Role:
The Franchise Account Executive role is an opportunity to help build and scale one of Gusto's newest growth channels. Franchise represents a massive and largely untapped market, and this team is focused on activating franchise owners across established partner networks and high-potential industries. As a Franchise AE, you'll operate in a true outbound motion — prospecting into multi-unit operators, building relationships with influential owners, and closing new business that can scale across locations.
You'll also help shape the playbook for how Gusto sells into franchise ecosystems as we grow this program into a durable revenue engine for the company.
You'll partner closely with our Franchise Partner Manager (who develops relationships with franchisors) and a dedicated BDR (focused on high-volume activations). Your role is to lead strategic pursuits, unlock influential operators, and build the repeatable sales motion for selling into franchise ecosystems.
Here’s what you’ll do day-to-day:
- Own new franchise revenue generation. Prospect into franchise ownership groups within Gusto’s partner networks and target industries, building pipeline through outbound outreach and relationship development with multi-unit operators and influential franchise owners.
- Execute and refine the franchise sales playbook. Leverage the existing franchise sales motion to drive consistent pipeline and deals, while providing feedback and insights that help improve messaging, targeting, and overall execution as the program scales.
- Run the full sales cycle. Manage deals from prospecting through close, partnering with BDRs who support high-volume outreach while focusing your time on larger ownership groups and strategic franchise opportunities.
- Develop relationships with influential franchise operators. Engage multi-unit owners, directors of operations, and regional leaders to understand operational needs and position Gusto as a scalable payroll and workforce platform across multiple locations.
- Partner cross-functionally to drive franchise success. Collaborate with the Franchise Partner Manager, Sales Ops, and Marketing to activate franchise networks, support partner initiatives, and identify opportunities to expand within existing franchise relationships.
- Build referenceable wins within franchise networks. Secure early customer success stories and multi-location operators that can serve as proof points and accelerate adoption across additional franchisees.
- Drive consistent outbound pipeline generation. Maintain a disciplined outbound motion across named franchise accounts and industry segments, using a mix of calls, emails, LinkedIn outreach, and events to create new opportunities.
- Represent Gusto in franchise communities. Attend franchise conferences, regional events, and industry gatherings to build relationships, generate pipeline, and strengthen Gusto’s presence in the franchise ecosystem.
- Achieve and exceed revenue targets. Consistently deliver against quarterly targets for MRR and new customer adds while contributing insights that help scale the franchise program over time.
- Use AI-powered workflows as a core part of how you sell: running assigned tools daily, surfacing friction and inefficiencies as you find them, and collaborating with your team to influence what gets built or improved next.
Here’s what we're looking for:
- 3+ years of quota-carrying B2B SaaS AE experience, ideally with outbound new business in SMB, mid-market, or franchise/multi-unit contexts.
- Proven track record as a hunter — generating your own pipeline, landing new logos, and expanding into complex accounts.
- Payroll sales experience is a strong plus.
- Experience navigating multi-unit and franchise structures (franchisors, franchisees, regional/holding companies) is a strong plus.
- Proven, day-to-day experience integrating AI into how you work - across writing, research, prep, and summarization as a core part of your workflow, with a track record of giving clear, useful feedback that helps improve your tools and processes.
- Strong discovery and storytelling skills — able to uncover compliance, payroll, and onboarding pain points and tie them to ROI.
- Comfortable partnering with BDRs: coaching, collaborating on sequences, and maximizing top-of-funnel conversion.
- Entrepreneurial mindset — thrives in building new motions, testing playbooks, and iterating quickly.
- Willingness to travel 25–35% of the time to conferences and in-market opportunities.
The on-target earnings (OTE) for this role range from $134,000/yr to $155,000/yr in Denver, Atlanta, Chicago & Las Vegas, and $126,000/yr to $144,000/yr in Phoenix. This OTE is structured with a target 60% base pay and 40% 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. This includes non-office days for hybrid employees.
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. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you.
Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer.
Personal information collected and processed as part of your Gusto application will be subject to Gusto's Applicant Privacy Notice.
Ready to apply?
Apply to Gusto, Inc.
Sr. Sales Compensation Analyst
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.
About the Role:
We're looking for a Senior Sales Compensation Analyst to join our Revenue Operations team. As a senior individual contributor, you will serve as a hands-on operator, subject matter expert, and strategic partner to our sales organization — owning end-to-end compensation administration while independently shaping the compensation programs and operational frameworks that drive Gusto's growth.
This is a high-visibility role at the intersection of Sales, Finance, and Revenue Operations. You'll bring deep expertise in sales compensation administration, advanced analytical capabilities, and a track record of building scalable programs that are fair, accurate, and motivating. You'll operate with a high degree of autonomy alongside the Head of Sales Compensation — driving plan administration, contributing to plan design for assigned segments, and setting the operational and analytical standard for the team. You'll leverage AI tools to push the boundaries of what our team can deliver.
About the Team:
The Sales Compensation team at Gusto sits within the Revenue Operations organization and serves as the backbone of how Gusto's sales force is motivated, rewarded, and aligned to company growth. We are a small, high-impact team with outsized visibility — our work touches every quota-carrying role across the company and directly influences how Gusto attracts, retains, and drives performance from top sales talent.
Here’s what you’ll do day-to-day:
- Own sales compensation administration for assigned teams — execute accurate, on-time commission calculations, payment processing, crediting, draws, clawbacks, and dispute resolution each pay cycle; Serve as the team's Xactly platform owner and subject matter expert, defining configuration standards, driving platform decisions, and maintaining data integrity across plan setup, participant management, and workflow automation
- Own monthly reporting & analytics for assigned segments — deliver attainment summaries and payout forecasts to Sales, Finance/Accounting, and Rev Ops; maintain KPI dashboards and perform ad hoc analysis on performance trends and budget adherence.
- Contribute to plan design for assigned segments — Support and, where designated, independently own compensation plan inputs for assigned sales segments, including rate validation, accelerator analysis, and rules of engagement; build financial models and scenario analyses that inform quota-setting and plan design decisions; connect compensation mechanics to broader outcomes across Finance, HR, and Sales Strategy
- Define and improve processes and compliance — document and continuously improve comp processes; maintain adherence to internal compliance standards and accounting rules; ensure role changes, new hires, and terminations are reflected accurately across Xactly and downstream systems
- Lead assigned cross-functional initiatives - Drive projects spanning Sales, Finance, HR, and Rev Ops; use data and structured analysis to influence stakeholders and build alignment across functions
- Leverage AI to elevate comp operations — actively incorporate AI tools to automate repetitive tasks, accelerate reporting, and surface insights; partner with the Head of Sales Compensation to identify and scale AI-driven improvements across the team
Here’s what we're looking for:
- 8+ years of hands-on sales compensation administration experience with demonstrated end-to-end ownership of commission processes in a high-growth environment
- Experience in full-cycle comp administration — calculations, crediting, draws, clawbacks, and dispute resolution.
- Xactly platform expertise - intermediate-to-advanced admin required (certification preferred); proven ability to own system configuration, data integrity, and workflow design; Salesforce and Tableau/Looker/Power BI proficiency; other ICM platforms a plus
- Advanced analytical skills - compensation modeling, scenario analysis, and reporting; solid understanding of quota-setting methodologies, GTM motions, and sales roles (AE, AM, SDR, overlay)
- Cross-functional influence — track record of leading initiatives and driving alignment across Sales, Finance, HR, and Operations without direct authority
- AI competency — actively uses AI tools to automate tasks, accelerate analysis, and improve accuracy with a habit of exploring and applying new tools practically
- Attributes — detail-oriented, proactive, and highly organized; clear communicator who can simplify complex comp mechanics for reps, managers, and cross-functional partners
- Bachelor's degree in Finance, Business, Mathematics, or related field — or equivalent experience
Our cash compensation amount for this role is $113,880 to $139,500 for Denver, Atlanta & Las Vegas. $138,365 to $169,500 for San Francisco & New York. $106,940 to $131,000 for Phoenix. 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. This includes non-office days for hybrid employees.
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. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you.
Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer.
Personal information collected and processed as part of your Gusto application will be subject to Gusto's Applicant Privacy Notice.
Ready to apply?
Apply to Gusto, Inc.
Who we are:
Who you are:
We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking an Enablement Lead who will be responsible for defining and driving sales and partner readiness strategy across a specific product, platform, or segment domain — equipping the field with the positioning, sales plays, and execution frameworks needed to sell and scale solutions globally. If you love translating complex capabilities into compelling field strategies and thrive at the intersection of product, go-to-market, and revenue execution, and are keen to join an industry leader — we would love to hear from you!
What you’ll do:
As an Enablement Lead, your key area of responsibility will be owning and defining the end-to-end enablement strategy for a specific product, platform, or segment domain, ensuring all solutions are grounded in deep domain expertise and directly tied to field execution. You will be responsible for translating product and solution capabilities into domain-specific value propositions, sales plays, deal strategies, and scalable execution frameworks that span the full revenue lifecycle — from prospecting and discovery through proposal and expansion. You will also need to define and own a suite of enablement assets including sales playbooks, messaging frameworks, competitive positioning guides, objection handling frameworks, demo strategies, and discovery guides, all built to reflect real-world customer scenarios and sales motions within your domain.
You will need to work closely with Product Management, Product Marketing, Sales Leadership, Revenue Delivery, and Revenue Operations to ensure enablement is tightly aligned to roadmap, GTM priorities, and field performance outcomes, while also collaborating with central teams including Learning Design, Content, and Demo Excellence to operationalize and deliver programs at scale. To be successful in this role you will be a strategic thinker who balances big-picture vision with execution-focused outcomes and thrives in cross-functional environments. In addition, the successful candidate will have deep understanding of solution selling, strong stakeholder management skills, and the ability to communicate complex domain concepts clearly to both technical and non-technical audiences.
How you’ll make an impact:
• Own and define the enablement strategy for a specific product, platform, or segment domain, ensuring all enablement solutions are grounded in deep expertise within that specific area
• Act as the primary enablement partner to Sales leadership, aligning on priorities, pipeline needs, and performance outcomes
• Ensure readiness across the full revenue lifecycle, including prospecting, qualification, discovery, demo, proposal, and expansion
• Identify domain-specific readiness gaps and define targeted enablement strategies to improve execution and results
• Translate capabilities within their specific product, platform, or segment domain, into clear, domain-specific value propositions, use cases, and customer outcomes
• Define how solutions should be positioned across segments, personas, and sales motions
• Ensure messaging reflects the unique needs, challenges, and buying behaviors associated with their specific product, platform, or segment domain
• Establish competitive positioning and differentiation specific to the domain
• Develop domain-specific sales plays, discovery approaches, and deal strategies aligned to their specific product, platform, or segment domain
• Translate product or segment solutions into role-specific execution across SDR, BDR, Account Executives, Partners, and Solution Engineering
• Ensure all sales motions and execution frameworks are tailored to the realities of their specific product, platform, or segment domain, including customer use cases and deal dynamics
• Enable repeatable, scalable execution models that support pipeline generation, deal progression, and expansion within the domain
• Define and own all enablement solutions for their specific product, platform, or segment domain, ensuring they are directly aligned to domain expertise and field execution needs
• Establish requirements and direction for enablement assets specific to their product, platform, or segment domain, including: Sales playbooks, Messaging frameworks, Demo strategies and flows, Competitive positioning guides, Objection handling frameworks, Discovery guides, Deal support materials
• Ensure all assets are built to reflect real-world execution within their specific product, platform, or segment domain, including customer scenarios, industry nuances, and sales motions
• Partner with Content, Learning Design, and Demo Excellence teams to operationalize and deliver these solutions
• Partner with Product Management, Product Marketing, Sales, Revenue Delivery and Revenue Operations to ensure enablement is aligned to roadmap, messaging, and GTM priorities
• Collaborate with other Enablement Leads to ensure consistency and alignment across product and segment domains
• Ensure horizontal and vertical alignment so that solutions are both globally consistent and locally relevant
• Gather domain-specific field insights, feedback, and performance data related to their specific product, platform, or segment domain
• Identify gaps in positioning, messaging, and execution specific to the domain and drive improvements
• Continuously refine enablement solutions to reflect evolving customer needs, market dynamics, and sales performance
• Ensure enablement remains practical, relevant, and directly tied to field success
What you’ll bring to this role:
• Bachelor's degree in a related field, or equivalent combination of education and work experience
• 5-8 years of experience in sales enablement, product enablement, sales strategy, or a related field
• Experience in B2B technology, SaaS, IoT, or similar industries strongly preferred
• Experience working in cross-functional go-to-market environments required
• Deep expertise in a specific product, platform, solution area, or customer segment, with the ability to translate that knowledge into actionable sales enablement strategies
• Strong understanding of sales enablement principles, value-based and solution selling, and the full revenue lifecycle from prospecting through expansion
• Proven ability to develop domain-specific enablement solutions including sales plays, messaging frameworks, competitive positioning, and execution tools
• Sales methodology certifications (e.g., MEDDIC, Challenger, CHAMP) considered an asset
• Enablement or product-related certifications considered an asset
If you got this far, we hope you're feeling excited about this role! Even if you don't feel you meet every single requirement, we still encourage you to apply.Why job seekers choose Geotab:
Flex working arrangements
Home office reimbursement program
Baby bonus & parental leave top up program
Online learning and networking opportunities
Electric vehicle purchase incentive program
Competitive medical and dental benefits
Retirement savings program
*The above are offered to full-time permanent employees only
How we work:
Other employment statements:
Geotab will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Additionally, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the Company's legal duty to furnish information.
We are committed to accommodating people with disabilities during the recruitment and assessment processes and when people are hired. We will ensure the accessibility needs of employees with disabilities are taken into account as part of performance management, career development, training and redeployment processes. If you require accommodation at any stage of the application process or want more information about our diversity and inclusion as well as accommodation policies and practices, please contact us at careers@geotab.com. Geotab provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Geotab complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Geotab expressly prohibits any form of workplace harassment or discrimination based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Geotab's employees to perform their job duties may result in discipline up to and including discharge. If you would like more information about our EEO program or wish to file a complaint, please contact our EEO officer, Klaus Boeckers at HRCompliance@geotab.com. For more details, view a copy of the EEOC's Know Your Rights poster. By submitting a job application to Geotab Inc. or its affiliates and subsidiaries (collectively, “Geotab”), you acknowledge Geotab’s collection, use and disclosure of your personal data in accordance with our Privacy Policy. Click here to read our Privacy Notice.The annual base salary for this position is the expected annual salary for this role, and may be subject to change. Geotab offers various perks and benefits and other compensation components that an individual may be eligible for. The actual base salary for this position depends on a variety of factors such as but not limited to skills, qualifications, education and overall experience, including the location the applicant lives while performing the job. This also includes equity with other team members and alignment with local market data. All offers of employment are contingent upon proof of eligibility to work and the individual's ability to pass a background check.
Ready to apply?
Apply to Geotab
Sales Development Representative
Sales Development Representative
At Rectangle Health, we believe that our team members are our most important asset. We grow our team by hiring best-in-class talent. We encourage all employees to contribute their individual talents and ideas to strengthen our team, our brand, and our services. We promote a culture that serves to empower and motivate employees beyond the standard corporate rhetoric one might see on motivational posters. Employees understand their individual roles in serving our customers, and this clarity of purpose encourages high job performance.
Position Overview:
If you are looking to align yourself with what continue to be two of largest growth industries: healthcare and technology, while joining one of the fastest growing companies within those segments, Rectangle Health is the place for you! As a Sales Development Representative, you will be a vital resource for our Field Sales organization, helping to drive customer acquisition and assisting providers and staff with digital payment’s transformation, while helping them to secure financial stability for their practices by driving patient payments.
With Rectangle Health, you will receive best-in-class sales and marketing tools to develop your pipeline, including a robust CRM lead database, mobile tools, data analytics, marketing campaigns and significant training and support. While not directly responsible for “closing the sale”, your efforts will be integral in achieving channel sales goals.
This position has a base annual salary with uncapped commissions paid monthly.
For Full-Time employees, we offer:
- Competitive health, dental, and vision benefits
- Guardian Hospital Indemnity coverage
- Life & LTD,+ more
- PTO, Sick time, + more
- 401(k) matching up to 3%
Salary: $50,000 - $50,000 USD
**Base salary plus uncapped monthly commissions, no ceiling on what high performers can earn**
Primary job duties:
- Daily outbound calling to medical and dental practices within a database of nearly one million practices nationwide to articulate our value proposition and secure an onsite meeting.
- Nurture prospects by leveraging marketing collateral and web material to develop interest.
- Collaborate with your assigned Field Sales counterpart on calling strategies to help increase sales conversion rates
- Work with department management to fine tune calling approaches, provide prospect feedback and enhance our team’s ability to close business
- Manage call volumes, appointment settling goals, cancel rates and call quality metrics to drive optimum results – and compensation
- Engaging with existing merchants, promoting advocacy to drive referrals to Field Practice Management Consultants
Minimum qualifications:
- Bachelor’s degree preferred
- High level of phone prospecting and selling experience (1-3 years)
- Ability to excel at time management and “owning” your day
- Ability to present virtually using video conferencing
- Exceptional communication skills, both written and verbal
- Strong attention to detail and the ability to work independently
- Ability to work cross-organizationally with varied stakeholders
- Must thrive in a fast paced, dynamic, demanding and fluid environment
- Must be extremely competent in using CRM and call automation tools, with Salesforce.com as a plus
- Financial, healthcare or technology sales experience a plus
- Solid Microsoft Word and Excel and PowerPoint a positive
About Us:
Rectangle Health, a leading financial technology company, empowers medical, dental and specialty practices with seamless and secure technology to drive revenue by increasing patient payments and streamlining practice management and payment processing. Since 1992, the company’s innovative solutions have reduced administrative burden and rebalanced the ledger for its thousands of healthcare providers in the U.S., reliably processing billions of dollars in payments annually.
Ready to apply?
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Partner Manager
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.
About the Role:
As a Partner Manager at Gusto, you will be responsible for driving the strategy and growth of a portfolio of Gusto Pro's largest and most strategic accounting firm partners. In this role, you will be responsible for maintaining and expanding current revenue and usage within these firms, as well as identifying, pitching, and facilitating growth opportunities. You should be comfortable building deep relationships at all levels of a partner organization, from staff accountants to managing partners, and adept at managing complex partner relationships and product configurations. Use AI-powered workflows as a core part of how you sell: running assigned tools daily, surfacing friction and inefficiencies as you find them, and collaborating with your team to influence what gets built or improved next. You will also work cross-functionally with senior members of Gusto’s team to strengthen the partner relationship, coordinate joint efforts, and provide input as we evolve our Gusto Pro product roadmap and processes.
About the Team:
Gusto Pro is a game-changing, cloud-based platform built specifically for accounting firms. It empowers firms to streamline payroll, people operations, and advisory services for their clients, all within a single, integrated platform. Gusto Pro boasts powerful features like client dashboards, automated workflows, robust reporting, and seamless integrations with other accounting software, enabling firms to elevate their client service and skyrocket their practice growth. Learn more about Gusto Pro
Here’s what you’ll do day-to-day:
- Take a portfolio-based approach to your book of business to identify areas of risk and opportunities for revenue growth within your assigned accounting firms.
- Build detailed territory and account plans to lead Quarterly Business Reviews (QBRs) within your large partner portfolio to identify opportunities for growth, including aligning the Gusto Pro Partner Program with the partners strategic growth objectives.
- Balance both new partner acquisition (in collaboration with dedicated Partner BDR) and development of active partners.
- Act as a single point of contact for partners on behalf of aligned cross-functional sales supporting roles.
- Coordinate outreach strategy and partner enablement with cross-functional supporting functions to grow cross-sell/up-sell product adoption.
- Lead frequent discussions (weekly status calls, upsell calls, QBRs) with partners to ensure they are leveraging the Gusto Pro platform to achieve successful business outcomes for their clients and their firm.
- Drive awareness and usage of new or updated Gusto Pro features and integrations to the partners in your book, showcasing how these advancements can benefit their clients.
- Own end-to-end execution of contract renewals and upsells, negotiating mutually beneficial terms and ensuring seamless transitions.
- Collaborate with product, design, and engineering teams to provide informed recommendations for Gusto Pro’s product roadmap, based on partner feedback and market trends, to enhance the partner and client experience.
- Navigate and update internal and external stakeholders, inclusive of C-suite executives at Gusto, partners, and cross-functional teams.
- Communicate and report to leadership on sales activity, pipeline progress, and market trends.
- Travel to meet with prospective partners. This includes representing Gusto at Industry Events and Conferences.
Here’s what we're looking for:
- 5+ years of experience as a Partner Manager, Channel Manager, or other Sales-related function.
- A consistent track record of exceeding sales quotas and building long-term client relationships. Including negotiating complex six-figure contracts.
- Deep understanding of the accounting firm landscape, including their business models, challenges, and technology needs.
- Strong ability to articulate contractual, technical, and financial value points to partners, internal senior leaders, and executive leaders.
- A strong drive to succeed, and comfortable pushing the pace of action with partners and internal teams.
- Proven, day-to-day experience integrating AI into how you work — across writing, research, prep, and summarization as a core part of your workflow, with a track record of giving clear, useful feedback that helps improve your tools and processes.
- Strong analytical and problem-solving abilities – you're a strategic thinker.
- Work collaboratively but autonomously: asking for what you need, but not expecting micromanagement.
- Experience with CRM and Sales Software (e.g., Salesforce, ZoomInfo, Tableau).
Our target on-target earnings (OTE) compensation for this role is $125,000/yr to $150,000/yr in Denver, Las Vegas, Chicago, Atlanta & most remote locations, $155,000/yr to $182,000/yr for San Francisco & New York and $120,000 to $180,000 CAD for Toronto. This OTE is structured with a target 70% base pay and 30% commission pay with an uncapped commission structure. Final offer amounts and the exact base/commission split 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. This includes non-office days for hybrid employees.
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. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you.
Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer.
Personal information collected and processed as part of your Gusto application will be subject to Gusto's Applicant Privacy Notice.
Ready to apply?
Apply to Gusto, Inc.
Outside Commercial Sales Representative - Construction & Building Materials Industry
Why DH Pace?
The DH Pace Company is a family-owned and privately held business with annual sales over $1 billion through 60+ offices located across the continental United States. The Company is an industry leader in the distribution, installation, maintenance, and repair of a complete range of commercial, industrial, and residential door, docking and security products. In 2026, DH Pace is celebrating its 100th anniversary in business.
K & B Garage Doors, a DH Pace Company Inc. aspires to hire an Outside Commercial Sales Representative in Las Vegas, Nevada who will specialize in building relationships and selling commercial doors and door products. If you have a strong aptitude for business development, please apply!
RESPONSIBILITIES:
- Meet with decision makers to influence the purchase of our comprehensive line of commercial doors and related door products and services.
- Communicate with customers to develop sales opportunities and/or solve problems, consultative sales
- Cultivate sales within commercial and industrial buildings owners/managers, hospitals, colleges, K-12 and municipalities in Las Vegas, Nevada and the surrounding areas
- Meet or exceed sales and gross profit performance standards
- Provide timely, accurate estimates and proposals
- Meet with existing and prospective customers, assess customers’ needs, and sell technical and mechanical goods and services
- Develop scope of work for each proposal and personally handle every detail from initial call to closing the sale
- Follow up quickly to close customer projects and participate in project management when necessary
- Maintain and update Customer Relationship Management System (CRM) daily
- Other duties as assigned
REQUIREMENTS:
- Bachelor’s degree, highly preferred
- Minimum three (3) years outside sales experience - selling to general contractors and builders is preferred
- Possess an ability for technical applications and mechanical systems
- Experience with Blue Prints/Plans and Specs highly desired
- Must have an outgoing personality and a natural affinity for taking care of customers
- Must possess a Valid Driver’s License
- Other duties as assigned
What We Offer
- Comprehensive medical, dental, and vision coverage — available your first full month
- Generous paid time off plus paid holidays and floating holidays
- Company-paid life insurance, short-term disability, and long-term disability
- 401(k) with employer match
- Health Savings Account (HSA) and Flexible Spending Account (FSA) options
- Voluntary benefits including supplemental life and critical illness coverage
- Employee discounts for you and your immediate family
- Competitive compensation with annual performance reviews
Successful completion of references, employment verifications, background check, drug screen, and driving record (if applicable) required in advance of hire.
DH Pace Company, Inc. does not accept unsolicited resumes from search firms or agencies. Any resume submitted to any employee of DH Pace Company, Inc. without a prior written search agreement will be considered unsolicited and the property of DH Pace Company, Inc. Please, no phone calls or emails.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
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Apply to DH Pace