Senior Franchise Account Executive
Prudence Holdings, Denver, CO, United States
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 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.
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 a repeatable sales motion for selling into franchise ecosystems.
Day‑to‑Day Responsibilities
Own new franchise revenue generation: prospect into franchise ownership groups, build pipeline through outbound outreach and relationship development with multi‑unit operators and influential franchise owners.
Execute and refine the franchise sales playbook: leverage existing sales motion to drive consistent pipeline and deals, and provide feedback to improve messaging, targeting, and execution.
Run the full sales cycle: manage deals from prospecting through close, partnering with BDRs on high‑volume outreach while focusing on larger ownership groups and strategic opportunities.
Develop relationships with influential franchise operators: engage multi‑unit owners, directors of operations, and regional leaders to understand needs and position Gusto as a scalable payroll and workforce platform.
Partner cross‑functionally to drive franchise success: collaborate with the Franchise Partner Manager, Sales Ops, and Marketing to activate franchise networks and expand within existing relationships.
Build referenceable wins within franchise networks: secure early customer successes and multi‑location operators that can serve as proof points to accelerate adoption.
Drive consistent outbound pipeline generation: maintain disciplined outbound motion across named franchise accounts and industry segments, using calls, emails, LinkedIn outreach, and events.
Represent Gusto in franchise communities: attend conferences, regional events, and industry gatherings to build relationships and strengthen Gusto’s presence.
Achieve and exceed revenue targets: deliver consistent MRR and new customer adds while contributing insights that help scale the franchise program.
Qualifications
3+ years of quota‑carrying B2B SaaS AE experience, preferably 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.
Comfortable using AI tools and automation to accelerate prospecting, tailor messaging to franchise decision‑makers, and improve efficiency.
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.
Compensation The on‑target earnings (OTE) for this role range from $109,390/yr to $134,000/yr in Denver & most major metro locations. 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.
EEO Statement 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. 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.
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You’ll also help shape the playbook for how Gusto sells into franchise ecosystems as we grow this program into a durable revenue engine.
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 a repeatable sales motion for selling into franchise ecosystems.
Day‑to‑Day Responsibilities
Own new franchise revenue generation: prospect into franchise ownership groups, build pipeline through outbound outreach and relationship development with multi‑unit operators and influential franchise owners.
Execute and refine the franchise sales playbook: leverage existing sales motion to drive consistent pipeline and deals, and provide feedback to improve messaging, targeting, and execution.
Run the full sales cycle: manage deals from prospecting through close, partnering with BDRs on high‑volume outreach while focusing on larger ownership groups and strategic opportunities.
Develop relationships with influential franchise operators: engage multi‑unit owners, directors of operations, and regional leaders to understand needs and position Gusto as a scalable payroll and workforce platform.
Partner cross‑functionally to drive franchise success: collaborate with the Franchise Partner Manager, Sales Ops, and Marketing to activate franchise networks and expand within existing relationships.
Build referenceable wins within franchise networks: secure early customer successes and multi‑location operators that can serve as proof points to accelerate adoption.
Drive consistent outbound pipeline generation: maintain disciplined outbound motion across named franchise accounts and industry segments, using calls, emails, LinkedIn outreach, and events.
Represent Gusto in franchise communities: attend conferences, regional events, and industry gatherings to build relationships and strengthen Gusto’s presence.
Achieve and exceed revenue targets: deliver consistent MRR and new customer adds while contributing insights that help scale the franchise program.
Qualifications
3+ years of quota‑carrying B2B SaaS AE experience, preferably 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.
Comfortable using AI tools and automation to accelerate prospecting, tailor messaging to franchise decision‑makers, and improve efficiency.
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.
Compensation The on‑target earnings (OTE) for this role range from $109,390/yr to $134,000/yr in Denver & most major metro locations. 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.
EEO Statement 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. 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.
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