We’re seeking a Relationship Manager, Franchise for our Sales Channels Team. This individual will build and manage a portfolio of Franchise accounts dedicated to cultivating sales-passed leads from our Franchise partners.

The individual will be focused on sales-passed lead volume and share revenue responsibilities. The individuals will build deep relationships through field activities designed to build trust and drive leads from Franchises.

As our Channel Sales team continues to grow, you’ll play a pivotal role in expanding our reach, driving meaningful relationships with our Franchise partners, and enhancing the impact we’re making on the retirement industry. This role will be responsible for contributing to Guideline in a wide variety of areas, including sales pipeline management, lead generation, market research, client communication, and sales support.

As part of the Channel Sales team, you must have an inherent knack for quickly building a “trusted advisor” relationship with prospects through active listening, asking highly intelligent questions that display our expertise, and constantly seeking opportunities to add value.

This individual will cover the full stack and spectrum from strategy to demand gen to meeting booking to qualification. This is a unique opportunity for a smart, hungry, fintech enthusiast who is excited to jump into a different kind of sales and business development role.

Responsibilities:

Find new franchise partners, onboard them, and get added to their preferred vendor lists
Prospect current franchise partners to find new leads for potential sales opportunities
Network and build relationships to promote Guideline’s mission, including lead generation at conferences and other events
Manage franchise relationships with Guideline
Organize and attend franchise events
Collaborate with cross-functional teams (sales, marketing, product, L&C and strategic partnerships) to optimize joint selling and marketing strategies aimed at franchises
Field event support; this role will work franchise-focused events and be responsible for contacting attendees to book post-event sales meetings
Lead demand generation activities through targeting Franchises, representing Guideline at conferences, seminars, and other events, and qualifying new leads that result in a growing pipeline of new opportunities
Develop a close partnership with marketing team to create seamless collaboration between demand gen and lead conversion efforts
Promptly responding to inbound leads generated through marketing campaigns, assessing their needs, and determining fit
Identify and pursue high-potential prospects through outbound strategies, utilizing various prospecting tools and techniques to build a robust pipeline
Assist Account Executives in developing sales strategies and building a strong sales pipeline, including providing on identifying opportunities

Qualifications:

2+ years of experience in a quota-carrying role, preferably within the payroll or employee benefits space
2+ years of experience in a client-facing Partner Acquisition or Business Development role in the B2B SaaS market
You have a deep understanding of and well-developed contacts in the franchise and payroll space
Proven track record of maintaining and nurturing existing strategic partner/affiliate relationships with the goal of strengthening and growing our partnerships and uncovering new opportunities
Proficiency with CRM tools like Salesforce, LinkedIn Sales Navigator, and similar platforms
Demonstrated communication and relationship-building skills to engage potential partners effectively, position Guideline’s value propositions, and create a positive first impression

Preferred Qualifications:

Payroll sales experience a plus
Franchise sales experience a plus
Proven track record of growing partner networks and driving partner-driven revenue
Analytical skills to interpret performance metrics and inform strategy

Compensation:
At Guideline, we believe compensation should be fair and equitable. We take a data-driven approach to set our compensation bands; the successful candidate’s starting pay will be determined based on job-related skills, experience, qualifications, and work location. We are always evaluating our pay zones to be as competitive as possible, so keep in mind these may be subject to change in the future.

The expected OTE for this role is $120,000.

In addition to salary, this position is eligible to participate in a sales incentive program and equity in the form of Incentive Stock Options (ISOs). Incentive compensation is not guaranteed.

At Guideline, base salary is just one component of the overall Total Rewards package offered to employees. All employees are offered comprehensive benefits and perks to help support you and your family.

Health

Medical, dental, and vision insurance — We offer multiple plan options with varying company premium contributions

Opt-out credit for waiving coverage

Health Savings Account and Flexible Spending Account
Company paid disability and life insurance
Optional Voluntary life insurance
Mental health benefit navigation with Rula for employees and dependents

Parental Leave

Paid parental leave for birthing and non-birthing parents

Generous Time Off

Flexible time off in addition to company holidays — We observe the NYSE Holiday Calendar

401(k) Plan

We use our own platform and contribute 100% of employee contributions up to 5%

Other Benefits

1-month paid Sabbatical after 5 years of employment
Annual learning and development stipend — We reimburse approved professional development expenses, up to $750 per employee per year

Guideline provides equal employment opportunities to all employees and applicants for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Additionally, Guideline participates in the E-Verify program in certain locations, as required by law.

Guideline is an equal opportunity employer. Applicants in need of special assistance or accommodation during the interview process can reach out to peopleops@guideline.com.

Guideline is committed to protecting the privacy and security of the personal information of our applicants. Please refer to Guideline's Privacy Policy for information about our privacy and security practices.

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Expected Salary Range

$120,000—$120,000 USD

Relationship Manager, Franchise

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