Business Development Representative - job 1 of 2

As a Business Development Representative at Gusto, your primary responsibilities include outbound prospecting through over 100 cold calls daily, qualifying leads, and educating potential clients about the value of our platform. You'll also collaborate closely with Account Executives to convert interest into actionable meetings, maintaining CRM hygiene through Salesforce to track your outreach and performance metrics.

Candidates for the Business Development Representative role at Gusto should have 2-4 years of B2B sales or outbound prospecting experience, ideally in SaaS, HCM, HR Tech, or FinTech. Strong communication skills, proficiency with Salesforce and similar tools, and the ability to engage with high-level decision-makers are also vital qualifications.

Gusto is committed to creating a high-performing team culture where Business Development Representatives can thrive. This includes opportunities for mentorship, guidance on best practices and sales strategies, as well as consistent coaching to help you meet goals and grow within the organization.

For the Business Development Representative position at Gusto in Denver, the cash compensation range is between $26.92 - $30.38 per hour along with a 20% commission structure. Final offers are influenced by various factors, ensuring competitive pay based on experience and expertise.

Gusto fosters a collaborative and inclusive work environment that values diverse backgrounds and experiences. As a Business Development Representative, you'll engage with supportive team members, work in dynamic office spaces, and have the flexibility to work remotely when approved, all while contributing to a mission-driven company focused on empowering small businesses.

When answering this question, highlight specific metrics you've achieved, such as the number of calls made or leads generated. Detail the strategies you used for engaging potential clients and how you overcame challenges during the prospecting process.

Discuss your familiarity with tools like Salesforce, Outreach, and LinkedIn Sales Navigator. Provide examples of how you utilized these tools to track leads, maintain CRM hygiene, and ultimately drive sales success.

It's effective to showcase a prior experience where you turned an objection into an opportunity. Emphasize active listening, empathy, and how you addressed concerns with data or case studies that demonstrate Gusto’s value.

Articulate your approach to qualification, such as identifying key indicators of interest and readiness to buy. Outline any frameworks or methodologies you employ to evaluate prospects and prioritize your outreach efforts.

Share personal techniques that keep you motivated, like setting daily goals or engaging with peers for encouragement. Highlight how celebrating small wins keeps you focused on long-term accomplishments.

Provide a specific example that emphasizes your contribution to teamwork, such as working with Account Executives to refine sales strategies or refine messaging based on client feedback. Discuss the outcome and learnings from this collaboration.

Demonstrate how you adapt your communication style based on your audience. You might mention how you've researched different industries or client profiles of potential clients to personalize your outreach effectively.

Show your knowledge of Gusto’s offerings by discussing the benefits of our payroll, HR tech, and people platform. It's a good opportunity to express why you’re excited about representing Gusto in the market.

Describe your organizational skills and use specific tools or techniques you apply to prioritize tasks daily. Mention how you balance prospecting efforts with meeting booking and follow-ups to ensure no lead falls through the cracks.

Discuss your passion for helping small businesses thrive, your interest in technology, and how this drives you to succeed in a sales capacity. Emphasizing the alignment between your values and Gusto's mission can be a strong touchpoint.