Business Development Representative

Gusto

Business Development Representative responsible for generating new opportunities at Gusto. Engaging prospective customers and qualifying leads through thoughtful outreach efforts.

Posted 6/16/2026full-timeDenver • Colorado • 🇺🇸 United StatesJunior💰 $27 - $32 per hourWebsite

About the role

Key responsibilities & impact

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.

Requirements

What you’ll need

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.

Benefits

Comp & perks

Competitive base pay
Health insurance
401(k)
Paid time off
Stock options (RSUs)
Flexibility in work arrangements

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

outbound prospectingsales strategyAI integrationCRM managementpipeline management

Soft Skills

communication skillsdecision-makinginitiativecollaborationjudgment