Business Development Representative

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About the role

About Gusto At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve. All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy . AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process. About the Role: 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. 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’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. Here’s what we're looking for: • 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 o

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