Manager, Business Development

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, offices in Denver, San Francisco, and New York serve more than 400,000 businesses nationwide.

Our mission is to create a world where work empowers a better life, and it starts right here. 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're seeking a dynamic People Empowerer to lead our high-performing team of Outbound Business Development Representatives (BDRs). This critical leadership role within our Direct Sales organization is instrumental in driving our growth by empowering BDRs to proactively identify and engage with potential customers, creating high-quality sales opportunities. If you're passionate about coaching, developing talent, and building a thriving outbound sales engine, this is the role for you.

About the Team:

Our Outbound BDR team is a foundational part of sales success. They are a driven and innovative group, focused on generating new business through strategic prospecting and outreach. As their leader, you'll foster a collaborative environment where continuous learning and achievement are celebrated, directly contributing to our mission of empowering small businesses.

Here’s what you’ll do day-to-day:

• Lead, mentor, and empower a team of Outbound Business Development Representatives to achieve and exceed their pipeline generation goals.
• Develop and implement effective outbound prospecting strategies, including cold calling, email, and social selling techniques.
• Analyze team performance data to identify trends, optimize workflows, and implement continuous improvements.
• Collaborate closely with Direct and Gusto Pro sales leaders to ensure seamless handoffs and alignment on target accounts.
• Provide ongoing coaching, training, and performance feedback to help each team member reach their full potential.
• Stay current on industry best practices and emerging technologies in outbound sales and BDR management.

Here’s what we're looking for:

• 7+ years of relevant sales or business development experience.
• 3+ years managing outbound Business Development or Sales Development teams.
• Proven leadership in driving pipeline generation and achieving sales targets.
• Strong familiarity with CRM tools (e.g., Salesforce) and sales engagement platforms (e.g., Salesloft, Outreach).
• Demonstrated ability to take initiative, ownership, and propose well-reasoned solutions based on data.
• A growth mindset with a track record of adapting to structured environments and utilizing various reporting tools.
• Excellent communication skills with the ability to understand diverse perspectives and voice dissenting opinions constructively.

Our cash compensation range for this role is $180,000 to $215,000 OTE in Denver and most remote locations (OTE ranges encompass a 60% base salary / 40% commission structure). Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the 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. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you.

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

Personal information collected and processed as part of your application will be subject to Gusto's Applicant Privacy Notice.