Enterprise Business Development Representative, Gusto
Embedded Payroll Partnerships
$75-105k
OTE
Salary dependent on candidates location. OTE Split for this role is 70% base pay + 30% commission pay with an uncapped commission structure.
Automated payroll, benefits & HR platform
Be an early applicant
Automated payroll, benefits & HR platform
1001+ employees
Be an early applicant
$75-105k
OTE
Salary dependent on candidates location. OTE Split for this role is 70% base pay + 30% commission pay with an uncapped commission structure.
1001+ employees
Company mission
To create a world where work empowers a better life.
Role
Who you are
- 2 years of Enterprise BDR experience with a focus on researching and qualifying larger enterprise accounts
- 4+ years of professional experience within Sales and/or Marketing within B2B verticals
- Advanced ability to research and understand prospect’s business and overall market
- Past record of exceptional performance, consistently exceeding targets
- Excellent organization skills and written and verbal communication skills
- Ability to operate in a fast-paced, start-up environment
What the job involves
- As an Enterprise Business Development Representative for Gusto Embedded Payroll, your work will be foundational to Gusto’s transition from an application company to a platform provider.
- Your primary responsibility will be to partner with account executives and demand gen teams to build the pipeline for Gusto Embedded, qualify opportunities, and help build relationships with executives at target accounts that would benefit from embedded payroll within their platforms.
- You should enjoy researching companies, identifying high-value opportunities, and leverage multiple channels (some inbound, primarily outbound) to build and execute on early sales funnel activations.
- This is not your typical, high-volume ‘just follow the script’ SaaS BDR role. You are creative and bring new ideas to the table on how to approach enterprise partners to get them interested in the opportunity
- Manage the outreach for target accounts in partnership with account executives and marketing teams; including building out org mapping
- Identify the right materials and messaging based on your understanding of the account - vertical/industry, the executives you are targeting, and updates from the Gusto embedded program
- Execute on outbound motions and strategies leading up to conferences, executive dinners, and other marketing events
- Proactively share ideas for marketing materials and messaging based on learnings from interactions with target accounts
- Exceed your metrics by following a rigorous process and keeping all teams up to date with progress and outreach efforts
- Build and develop relationships with executives at target accounts with goal of setting up additional meetings for account executives
- Partnering with cross-functional stakeholders across Gusto related to potential product requests via sales motion
- Building processes and materials based on outbound motions for future scalability
- Conducting research to build pipeline, establish relationships with senior executives
- May require 10-15% of travel as needed
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 three co-founders of Gusto – all coming from small business backgrounds – collaborated on a Fintech company 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 200,000 customers and a multi-billion dollar valuation. In 2021, Gusto began acquiring other companies to strengthen its offering and its position in a competitive market, including two other fintech startups, Ardius and Symmetry.
Through its continued acquisitions and fundraising efforts, the company has carved out a strong position for itself in the space. Although Gusto has found itself impacted by the macroeconomic situation, through the significant effect it has had on its clientele, the company still appears positive for the future after raising funds in 2023 that will see it reach key profitability benchmarks. It continues to consolidate its platform, for example by integrating with OpenComp to grant its users access to the company's Compensation Intelligence Platform.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
May 2022
$55m
SERIES E
Aug 2021
$175m
SERIES E
Total funding: $706.1m
Company benefits
- Comprehensive medical, dental, and vision benefits, plus a variety of mental health resources
- Flexible vacation - Gusties are encouraged to take the time off they need to continue doing great work
- Fertility treatments, parental leave, pregnancy termination, caregiving, gender-affirming surgery, hormone treatments, transgender-inclusive services, and more
- If you work at one of our homebases, enjoy food, drinks, and good conversation — on us
- Celebrate 5 or 10 years at Gusto and take a month off to recharge
- Take advantage of internet, phone, commuter, and wellness stipends each month, along with a WFH stipend and cash for anniversaries
Company values
- Embody a service mindset - Never stop advocating for the needs of others
- Dream big, then make it real - Be ambitious. Show and do, rather than tell and talk
- Be proud of the how - Ensure deep integrity in everything you do
- Embrace an ownership mentality - Take initiative to leave things better than you found them
- Debate then commit - Share openly, question respectfully, and once a decision is made, commit fully
Company HQ
Central Waterfront, San Francisco, CA
Articles
Leadership
Joshua Reeves
(CEO)Studied Electrical Engineering at Stanford and went onto co-found Gusto in 2011.
Tomer London
(CPO)Has a PhD in Electrical Engineering from Stanford. Was a Researcher at Intel, and then interned at Bump Technologies. Co-founded Vizmo, a mobile self-service technologies company, in 2008. Co-founded Gusto in 2011.
Edward Kim
(Head of Engineering)Studied Electrical Engineering at Stanford. Was Senior Project Engineer at Volkswagen of America Electronics Research Lab and then co-founded Picwing, a printed photos company, in 2008. Co-founded Gusto in 2011.
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