Business Development Representative

• 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

Benefits

• Gender-affirming care and support
• Family care and support, including family planning and fertility benefits
• A variety of mental health resources
• Medical, dental, and vision insurance for employees and dependents
• Free meals and refreshments at the office (conversation and community is an added bonus!)
• Paid vacation, sick time, bereavement, and holidays, paid leaves, sabbatical, and more- Ability to engage with high-level decision-makers and executives
• 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
• 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
• Solid understanding of the accounting industry or payroll/HR tech and its role in business operations
• Strong command of Salesforce, Outreach, Zoominfo, Claude (or other AI Models) and similar tools with demonstrated mastery in managing the sales pipeline
• Advanced written and verbal communication skills, with the ability to craft and deliver compelling messaging
• Takes initiative and requires minimal direction, with the ability to work independently and collaboratively with cross-functional teams
• Strong judgment in handling complex situations, including decision-making in ambiguous or challenging scenarios