Business Development Representative

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. 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. 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 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. Our cash compensation range for this role is $27.17–$31.90 per hour with a 20% commission structure in the Denver location. Final offer amounts are determined by multiple factors, including candidate location, experience, and expertise, and may vary from the amounts listed above. Location and Office Expectations Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees based in those locations are expected to work from the office on designated days approximately 2–3 days per week (or more depending on role); the same office expectations apply to all Symmetry roles, Gusto's subsidiary, whose physical office is in Scottsdale. Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas. When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required, including on non‑office days for hybrid employees. Gusto is proudly an equal‑opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Gusto considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you. #J-18808-Ljbffr Gusto