Sales Development Representative

Guusto is on a mission to help build amazing company cultures where people feel appreciated, engaged, and inspired. We partner with HR leaders to deliver flexible, meaningful recognition programs that employees actually love. Since 2020, we have grown over 400 percent and are proud to be the number one highest rated recognition and rewards platform on G2 and Capterra, with over 3,000 five star reviews. Our customers include Canada Life, Levi’s, Maple Leaf Sports and Entertainment, Fairmont Hotels, and thousands more. We’re looking for a hungry and driven Sales Development Representative who thrives on pushing opportunities forward. In this role, you won’t just be responding to inbound leads; you’ll actively drive opportunities forward using thoughtful discovery, rigorous qualification, and well-timed urgency. You’ll own smaller-value deals end-to-end and partner with Account Executives on mid-market and enterprise opportunities, proactively stepping in when customer intent is unclear. This is a relationship building role for someone who’s comfortable being in front of customers, naturally curious about how organizations buy, and who loves making progress, not being passive. What You’ll Do

Respond inbound leads, ensuring quick and high-quality first engagement

Proactively drive opportunities, reaching out when customer interest is warm but not fully formed

Conduct discovery conversations to understand customer business needs, pain points, and buying processes

Make judgment calls on qualification, deal priority, and next steps, including when to advance, nurture, or disqualify leads

Own and close smaller value opportunities end-to-end, from qualification to close

Qualify and hand off mid-market and enterprise opportunities to Account Executives, ensuring a smooth and seamless transition

Engage with customers to proactively move deals forward, especially when prospects are hesitant or unresponsive

Host product demos and webinars to educate prospects on employee recognition and Guusto’s value

Represent Guusto at partner and industry events, engaging in meaningful conversations and booking qualified follow ups

Research attendees and execute personalized outreach after webinars and live events

Build customized demo environments within the Guusto platform, featuring customer logos, branding, and configuration

Maintain accurate lead data in HubSpot, including status, qualification details, and pipeline status

Collaborate with our strategic partners (UKG, Dayforce, Paycor) to manage inbound partner leads and keep partner systems up to date

What We're Looking For

2-3 years of SaaS experience in an inbound or outbound sales development role

Proven ability to advance opportunities in ambiguous situations, not just respond to inbound demand

Strong discovery and qualification skills with the ability to detect real buying signals

Comfortable picking up the phone to create clarity, challenge assumptions, and push deals forward

An ownership mindset that takes accountability for results, not just the activity that leads to them

Confident communicator who can lead calls, demos, and conversations with customers at multiple levels of an organization

Experience supporting or coordinating full cycle sales from discovery through close

Hands on experience using CRM software such as HubSpot or Salesforce

Ability to tailor messaging to multiple audiences, from SMB through mid market and enterprise buyers

Highly organized with the ability to manage multiple priorities while maintaining speed and quality

Bonus Points if You Have

Experience closing smaller deals independently

Familiarity with hosting webinars or customer-facing presentations

History working with partners or within partner ecosystems

Background in HR tech, employee recognition, or people-focused SaaS products