Business Development Representative

About Gusto

At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff—like payroll, health insurance, 401(k)s, and HR—so owners can focus on their craft and customers. With teams in Denver, San Francisco, and New York, we’re proud to support more than 400,000 small businesses across the country, and we’re building a workplace that represents and celebrates the customers we serve. Learn more about our Total Rewards philosophy.

About the Role:

We’re expanding our Sales team and looking for driven Business Development Representatives (BDRs) to generate new opportunities. This role is for someone who gets energy from outbound prospecting, sparking interest in innovative technology, and initiating strategic conversations. As a BDR, you'll play a crucial role at the top of our sales funnel — identifying high-potential clients, qualifying interest, and booking meetings. You’ll partner closely with Account Executives and collaborate cross-functionally to turn curiosity into action.

Here’s what you’ll do day-to-day:

• Outbound Prospecting: Conduct over 100 cold calls to prospective buyers, facilitating next steps such as scheduling meetings for account executives to further qualify leads.
• Qualify Opportunities: Identify and nurture a large volume of prospects to qualify leads through multiple channels.
• Educate & Inspire: Communicate Gusto Pro’s value to prospects, highlighting how our platform helps firms streamline operations and better serve their clients.
• Collaborate with AEs: Partner with Account Executives to drive pipeline generation, account planning, and meeting conversion.
• Maintain CRM Hygiene: Accurately log all activities and insights in Salesforce and maintain a disciplined, data-driven approach to outreach.
• Hit Goals & Grow: Consistently meet monthly metrics and contribute to a high-performing team culture focused on results and career development.

Here’s what we're looking for:

• 2-4 years of B2B sales or outbound prospecting experience, ideally in SaaS, HCM, HR Tech, or FinTech.
• Expertise in outbound prospecting and sales strategy, with a proven track record of success.
• Advanced written and verbal communication skills, with the ability to craft and deliver compelling messaging.
• Strong command of Salesforce, Outreach, LinkedIn Sales Navigator, and similar tools with demonstrated mastery in managing the sales pipeline.
• Strong judgment in handling complex situations, including decision-making in ambiguous or challenging scenarios.
• Able to mentor junior team members and provide guidance on best practices and strategy.
• Takes initiative and requires minimal direction, with the ability to work independently and collaboratively with cross-functional teams.
• Ability to engage with high-level decision-makers and executives.

Our cash compensation range for this role ranges from $27.17 - $31.90 per hour with a 20% commission structure in the Denver location. 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.

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Personal information collected and processed as part of your Gusto application will be subject to Gusto's Applicant Privacy Notice.