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 100,000 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.

 About The Role

We are seeking an experienced sales leader to join our Small Business Sales leadership team. You will play the critical role of leading small business sales reps; empowering them to engage, educate, and convert small business owners onto the Gusto platform for their payroll and HR needs. You align with our company values and have a passion for building high-performance sales teams that drive stellar monthly/quarterly outcomes while developing processes for the long haul. If you’re passionate about developing people, shaping processes, and you’re excited to roll up your sleeves and lead by example, let’s talk.

Here’s what you’ll do day-to-day:

  • Lead a team of 8+ Sales reps to achieve and exceed weekly/monthly/quarterly targets
  • Encourage and empower your team to perform to their full potential. Build a world-class consultative sales team by investing in and developing the existing sales team while at the same time attracting top sales talent to Gusto
  • Help refine and further develop our strategy: 10x revenue from our Small Business Sales team in a cost-effective way
  • Lead by example by rolling up your sleeves to embrace the phone, deliver demos, craft and refine messaging
  • Use data to inform decision-making and focus areas - ranging from AE skill development (e.g. coaching conversations, email campaign usage) to team initiatives (e.g. staffing to seasonality, piloting new activities). Track, measure and report-out on sales effectiveness against targets and adjust programs and strategies as necessary
  • Partner with cross-functional teams to refine lead targeting, messaging, lead qualification, and opportunity handoff
  • Build a culture of fun and excellence within the team. Cultivate each individual’s skill set development and guide career pathing as they grow within the organization
  • Collaborate with Customer Care and other downstream, cross-functional teams to create amazing experiences for new Gusto customers
  • Ensure the effective use of Salesforce.com and other tools

Here’s what we’re looking for:

  • 1+ years of people management experience in a Sales environment
  • 1+ years of working for a company that provides software as a service solutions (SaaS)
  • Experience working with High Volume and High Velocity sales teams
  • Consistent track record of establishing and exceeding measurable goals
  • Experience with start-up environments or SaaS sales models
  • A passion to pick up the phones and coach reps on objection handling and soft skills
  • Ability to interact effectively with multiple teams: excellent social and interpersonal skills
  • Bachelor’s degree
  • Salesforce experience required
  • SANDLER Sales Methodology preferred, but not required

 At Gusto, we strive to provide rewards that empower employees to achieve their financial and personal goals. We offer competitive compensation packages with a strong emphasis on equity based compensation (ownership in Gusto). To learn more about Gusto’s compensation philosophy and benefits offerings please view our Total Rewards Approach page.

Our cash compensation range for this role is $130,000 OTE per year to $170,000 OTE per year depending on location with a 60/40 Split in Base and Commission. Final offer amounts are determined by multiple factors, including candidate experience and expertise, and may vary from the amounts listed above.

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. If you need assistance or an accommodation due to a disability, you may contact us at accommodations@gusto.com.

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Our customers come from all walks of life and so do we. We hire people from a wide variety of backgrounds, not just because it’s the right thing to do, but because it helps us to build better products, better serve our customers, and makes our company stronger. 

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