Business Development Representative

Gusto is on a mission to grow the small business economy, handling payroll, health insurance, 401(k)s, and HR for over 500,000 small businesses nationwide. The company has teams in Denver, San Francisco, and New York. All full-time employees receive competitive base pay, benefits, and equity (RSUs).

As a Business Development Representative (BDR), you will be the first point of contact for prospective customers, identifying businesses that could benefit from Gusto, conducting thoughtful cold outreach, and starting conversations that turn into opportunities for Account Executives. This is a high-energy, prospecting-focused role with a clear path to advance into a closing role.

• Conduct over 100 cold calls to prospective buyers and schedule meetings for account executives.
• Identify and nurture a large volume of prospects to qualify leads through multiple channels.
• Communicate Gusto’s value to prospects and customers.
• Partner with Account Executives to drive pipeline generation, account planning, and meeting conversion.
• Maintain CRM hygiene by logging activities in Salesforce and maintaining a data-driven approach.
• Consistently meet monthly and quarterly quotas and metrics.
• Use AI-powered workflows as a core part of selling, running assigned tools daily and collaborating to improve tools.

• 1+ years of 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.
• Advanced written and verbal communication skills.
• Strong command of Salesforce, Outreach, Zoominfo, Claude (or other AI models) and similar tools.
• Strong judgment in handling complex situations.
• Takes initiative and works independently and collaboratively.
• Solid understanding of the accounting industry or payroll/HR tech.
• Ability to engage with high-level decision-makers and executives.
• Proven experience integrating AI into daily work.

Cash compensation ranges from $27.17 - $31.90 per hour with a 20% commission structure in the Denver location. Final offers depend on location, experience, and expertise. All full-time employees receive competitive base pay, benefits, and equity (RSUs).

This role is based in Denver, CO and is hybrid. Employees based in Denver, San Francisco, or New York City are expected to work from the office on designated days approximately 2-3 days per week (or more depending on role).

Apply through the provided Greenhouse link.