Enterprise Business Development Rep - Embedded Payroll Partnerships

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.