Enterprise Business Development Rep - Embedded Payroll Partnerships

About Gusto

Gusto is a modern, online people platform that helps small businesses take care of their teams. On top of full-service payroll, Gusto offers health insurance, 401(k)s, expert HR, and team management tools. Today, Gusto offices in Denver, San Francisco, and New York serve more than 300,000 businesses nationwide.

Our mission is to create a world where work empowers a better life, and it starts right here at Gusto. That’s why we’re committed to building a collaborative and inclusive workplace, both physically and virtually. Learn more about our Total Rewards philosophy. 

What is Gusto Embedded Payroll?

Gusto Embedded Payroll is an API based product that enables software developers to embed and customize payroll directly into their software. And it works in any type of platform serving small and medium businesses: vertical SaaS, business operations, fintech, neobanks, and more. We’ve taken the infrastructure we’ve built servicing tens of millions of paychecks and tens of thousands of tax codes and made it available for software developers.

You can learn more about Gusto Embedded Payroll here.

About the Role

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 work will connect people in ways that ensure partners can successfully understand, build, and own a payroll product. You will help drive innovation within Gusto and across a $10b+ industry that has seen very little change for years.

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. 

Here’s what you’ll do day-to-day:

• 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 

Here’s what we’re looking for:

• 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.

Our on-target earnings (OTE) compensation for this role is $75,000/yr to $85,000/yr in Denver & most remote locations, and $90,000/yr to $105,000/yr for San Francisco & New York. OTE Split for this role is 70% base pay + 30% commission pay with an uncapped commission structure. Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above.

Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees who are based in those locations will be 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.

Our customers come from all walks of life and so do we. We hire great people from a wide variety of backgrounds, not just because it's the right thing to do, but because it makes our company stronger. If you share our values and our enthusiasm for small businesses, you will find a home at Gusto. 

Gusto is proud to be 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. We want to see our candidates perform to the best of their ability. 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.

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