Business Development Representative, Gusto
$27.17 - $31.90 per hour, with a 20% commission structure
2-3 days a week in office
Automated payroll, benefits & HR platform
Be an early applicant
Automated payroll, benefits & HR platform
1001+ employees
Be an early applicant
$27.17 - $31.90 per hour, with a 20% commission structure
2-3 days a week in office
1001+ employees
Company mission
To grow the small business economy.
Role
Who you are
- 1+ years of sales or outbound prospecting experience, ideally in SaaS, HCM, HR Tech, or FinTech but specific industry experience not required
- 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, Zoominfo, Claude (or other AI Models) 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
- Takes initiative and requires minimal direction, with the ability to work independently and collaboratively with cross-functional teams
- Solid understanding of the accounting industry or payroll/HR tech and its role in business operations
- Ability to engage with high-level decision-makers and executives
- 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
What the job involves
- We’re expanding our Sales team and looking for driven Business Development Representatives (BDRs) to generate new opportunities
- As a BDR, you'll be the first point of contact for prospective customers
- Your responsibility will be to identify businesses that could benefit from Gusto, reaching out through thoughtful cold outreach, and starting conversations that turn into real opportunities for our Account Executives
- This is a high-energy, prospecting-focused role built for someone who's hungry to grow a career in sales
- You'll spend your days researching accounts, running outbound campaigns across phone, email, and social, and qualifying interest before handing off well-vetted opportunities
- You'll learn the fundamentals of a top-tier sales motion and have a clear path to advance into a closing role
- 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
- Innovate with AI: Leverage AI Agents and other AI tools in our tech stack to drive increased efficiency and output across your daily processes
- Educate & Inspire: Communicate Gusto’s value to prospects and customers, highlighting how our platform helps businesses streamline operations and better serve their employees
- 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 and quarterly quotas and metrics, while contributing to a high-performing team culture focused on results and career development
- AI Fluency: 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
Our take
For many small businesses, vital administrative tasks such as payroll, taxes, and benefits are manual tasks that take time and energy - which many SMB owners don’t have. The co-founders of Gusto all come from small business backgrounds, which is why they created a platform that would handle employee payments, benefits administration, and compliance support specifically for small businesses.
The company may have started slowly, as the founders focused on nailing each individual aspect of Gusto’s operations, but has now skyrocketed to unicorn status with more than 400,000 customers and a multi-billion dollar valuation. And in 2021, Gusto began acquiring other companies to strengthen its offering and position in a competitive market, including the likes of Ardius, Symmetry and Guideline.
Through its continued acquisitions and fundraising efforts, the company has carved out a strong position for itself in the space. It continues to expand its platform, for example by partnering with Parafin to launch a payroll line of credit for small businesses, and more recently launching Cofounder, an AI teammate tailored to the needs of small businesses.
Steph
Company Specialist at Welcome to the Jungle
Insights
45% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
May 2022
$55m
SERIES E
Aug 2021
$175m
SERIES E
Total funding: $706.3m
Company benefits
- Medical, dental, and vision insurance for employees and dependents
- Family care and support, including family planning and fertility benefits
- Gender-affirming care and support
- A variety of mental health resources
- Paid vacation, sick time, bereavement, and holidays, paid leaves, sabbatical, and more
- Free meals and refreshments at the office (conversation and community is an added bonus!)
Company HQ
Central Waterfront, San Francisco, CA
Leadership
Joshua Reeves
(CEO & Co-Founder)Studied Electrical Engineering at Stanford and went onto co-found Gusto in 2011.
Tomer London
(CPO & Co-Founder)Has a PhD in Electrical Engineering from Stanford. Was a Researcher at Intel, and then interned at Bump Technologies. Co-founded Vizmo before co-founding Gusto in 2011.
Edward Kim
(Head of Technology & Co-Founder)Studied Electrical Engineering at Stanford. Was Senior Project Engineer at Volkswagen of America Electronics Research Lab and then co-founded Picwing before co-founding Gusto in 2011.
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