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. 

About the Role:

Our Outbound Sales team is growing, and we are excited to hire the next members of our new team in our office in Denver, CO. We’re seeking a pipeline sales professional with a track record of success in prospecting and closing new business deals. The ideal candidate will be flexible, able to pivot quickly, and organized enough to prioritize and forecast a future pipeline to ensure quota success. You will need to build strong relationships, execute quickly, and demonstrate a natural ability to close deals efficiently. We’re looking for the perfect blend of sales drive coupled with a customer centric approach that helps us create loyal, happy Gustomers embodying our values. 

In this role, you will primarily work with small business owners. You’ll work alongside BDRs who will build your pipeline, but you'll need to generate a portion of your own leads (Up to 50%) and close deals quickly. You will also need to maintain a deep understanding of Gusto’s Payroll and people platform to manage the entire sales cycle—from discovery calls and demos to negotiations and the initial onboarding of customers. A high-level understanding of selling into specific verticals and payroll/benefits knowledge is a plus.

Here’s what you’ll do day-to-day:

  • Engage, qualify, and convert prospects through a consultative sales process
  • Adept at identifying key stakeholders, understanding client needs, and aligning Gusto's product value while overcoming objections
  • Construct, forecast, and manage your sales pipeline to meet company goals
  • Deliver comprehensive product demos and answer technical inquiries
  • Listen carefully to understand customer needs and communicate Gusto’s value proposition
  • Contribute accurate records and notes to a team-wide CRM
  • Build strong, long-lasting relationships with customers to drive product adoption
  • Own the customer relationship through discovery, demo, negotiation, and initial onboarding
  • Educate customers on added benefits and services as applicable
  • Follow the sales playbook to ensure effective deal closures

Here’s what we're looking for:

  • 1-2 years of pipeline sales and closing experience with 1+ years of prospecting and cold-calling experience
  • Technically proficient and experienced with web technologies (able to present pros/cons, use cases, examples, trends, and all that good stuff)
  • Proficient with Salesforce
  • Ambitious, enthusiastic, tenacious, and a top performer with a track record of consistently exceeding quota
  • A consummate team player who enjoys wearing multiple hats and inspiring everyone around you to do great work
  • Ability to quickly learn and retain knowledge of Gusto’s Payroll platform and benefits products
  • Skilled at building relationships and driving sales to close
  • Highly effective at scheduling discovery calls and managing the full sales cycle

The target level for this role is level 3 and our cash compensation amount is targeted at  $102,000 OTE per year to $120,000 OTE in the Denver location. Final offer amounts are determined by multiple factors including candidate location, experience, and expertise, and may vary from the level and 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. If you require assistance in filling out a Gusto job application, please reach out to candidate-accommodations@gusto.com.

Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer.

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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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