Sales Director, Head of Sales Development

Sales Director, Head of Sales Development

Gusto’s mission is to create a world where work empowers a better life, and it starts right here at Gusto.

We provide a modern, online people platform that helps businesses and accounting professionals onboard, pay, insure, and take care of their teams.

On top of full-service payroll, Gusto offers health insurance, 401(k)s, expert HR, and team management tools, and an increasing array of financial benefits.

Gusto has home bases in Denver, San Francisco, and New York and we serve more than 200,000 small and medium businesses, over 10,000 accounting professionals, and 1 million members nationwide.

About the Role 

Gusto is building a sales leadership team of innovators and goal smashers who come to learn and to serve our customers and our Gusto employees.

We are pioneering an entirely different approach to selling.

One where we nurture raving fans of small and medium business owners and the accountants who advise them.

We do this by helping these customers solve complex people challenges with Gusto solutions.

Our leaders are passionate about building the playbook and leaving a legacy and driving
– always
– for learning, iterating, and scaling with science, art, and heart.

They are thinking months/quarters/years ahead, not just hitting monthly targets.

Our sales leaders are true empowerers of representative and inclusive teams
– they will bring together teams that represent the diversity of customers we serve and help those individuals develop, grow, and pioneer a new sales model.

They are in it for others and they have fans of previous team members saying
– “I am better b/c I was empowered by this leader.”

Here’s what you’ll do: 

We’re looking for an exceptional hands-on sales leader that is ready to take on the challenge of maximizing growth, productivity, and widening our top of the funnel.

In this role, you will lead a team of Sales Development leaders and sellers who support our mid-market teams by setting quality appointments with prospective customers.

In this role, you will.

• Drive the Business:
• You will continue accelerating growth rates, while also building a scalable acquisition engine for long-term
• Grow the number of new prospects that are interested in Gusto’s People Platform offering
• Set and achieve ambitious goals by focusing on process improvements that will increase and maximize funnel conversion rates (and when you hit your ambitious goals
  – beat and stretch the next set of goals)
• Accurately forecast pipelines and refine (and rethink) scalable and repeatable sales processes and procedures with the leaders you empower
• Maintain and improve alignment across cross-functional teams (Accountant & Mid-market sales, product, marketing, finance, CX, etc.) for a unified strategy
• Contribute to product priorities and marketing campaigns through feedback loops
• Work with supporting teams (data, business ops, business technology, recruiting, etc) to build infrastructure for a growing team
• Build a Representative and Inclusive Team
• Hire, develop and manage a growing, high-performing sales team with an exceptional team culture defined by high standards, deep care, and psychological safety
• Celebrate and encourage us to think creatively about how to reward progress, not perfection, and winning/growing/learning/getting better as a team.
• We’re committed to building a collaborative and inclusive workplace, both physically and virtually.

  Learn more about our Total Rewards philosophy .

• Model Self Awareness and Gusto Values
• Understand the strengths, motivations, and opportunities of those you empower
• Maintain a desire to learn, grow professionally and personally, and accept new, ambiguous challenges as we scale
• Take care of yourself physically, emotionally, and mentally to ensure you can serve others
• Communicate for Impact
• At the pace we move, sharing communications that are radically candid, clear, and crisp in audiences of all sizes is imperative.
• Present information and strategies in a way that facilitates understanding and influences others to make decisions to take action

Here’s what we’re looking for: 

• 6+ years overall experience with 2+ years leading sales development teams at the Director level in a high-growth SAAS company
• Experience scaling and managing high-performance sales development teams
• High energy, high integrity.

  Able to motivate and inspire with a track record of building high-performance team cultures

• Proven ability to build a pipeline and achieve targets in a predictable way
• Strong relationship builder, skilled at leading and aligning large cross-functional teams to drive scale, including marketing and product
• Excellent at using data to solve problems and drive decision making
• Passion for achieving impact and results that are driven by an entrepreneurial mindset
• Strong social selling and persuasion skills with a strong sales process discipline
• A strong communicator (both written and verbal)
• Passionate about Gusto’s mission and the impact we can have on the world

Our cash compensation amount for this role is targeted at $160,000 OTE to $233,000 OTE in Denver and most remote locations and $191,000 OTE
– $275,000 OTE in San Francisco and New York.

Final offer amounts are determined by multiple factors inc luding candidate experience and expertise and may vary from the amounts listed above.

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 characteristics.

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 need assistance or accommodation due to a disability, you may contact us at accommodations@gusto.com.

How did you hear about this opportunity?

(select all that apply) *
LinkedIn
Glassdoor
Indeed
Facebook
Built In Colorado
News Article
Conference or Meetup
Gusto Blog
Gusto Employee
Gusto Website
Billboard/Outdoor Ads

Preferred Name

Are you legally authorized to work in the country where you are applying?

*

Will you now or in the future require visa sponsorship for employment at Gusto?

*

If you’ll require Gusto to commence, i.e., “sponsor,” an immigration or work permit case in order to employ you, either now or at some point in the future, then you should answer yes.

An example of an immigration or work permit case that may require sponsorship now or in the future would be an H-1B or other employment-based work permit sponsorship.

Voluntary Self-Identification

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.

In addition to the information required to consider your application, below is a set of voluntary demographic questions.

If you choose to fill them out, the responses will be used to help us identify areas for improvement in our process and further support the development and execution of our diversity efforts and programs.

Your responses to these questions will be recorded and maintained in a confidential file.

Your responses, or your choice to not respond, will not be associated with your specific application and will not in any way be used in making any employment decisions, including hiring decisions.

Please use this as a reference while completing the disability self-identification:

You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition.

Disabilities include, but are not limited to:

• Blindness
• Deafness
• Cancer
• Diabetes
• Epilepsy
• Autism
• Cerebral palsy
• HIV/AIDS
• Schizophrenia
• Muscular dystrophy
• Bipolar disorder
• Major depression
• Multiple sclerosis (MS)
• Missing limbs or partially missing limbs
• Post-traumatic stress disorder (PTSD)
• Obsessive compulsive disorder
• Impairments requiring the use of a wheelchair
• Intellectual disability

How would you describe your gender identity (please select one)?

(Select one)
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Alaskan Native / American Indian / Indigenous American / Native American
Black / of African or African-American descent
East Asian (inclusive of Chinese, Japanese, Korean, Mongolian, Tibetan, and Taiwanese)
Latinx (inclusive of South American, Central American, and Caribbean)
Middle Eastern
Pacific Islander or Native Hawaiian
South Asian (inclusive of Afghani, Bangladeshi, Bhutanese, Indian, Nepali, Pakistani, and Sri Lankan)
Southeast Asian (inclusive of Burmese, Cambodian, Filipino, Hmong, Indonesian, Laotian, Malaysian, Mien, Singaporean, Thai, and Vietnamese)
White
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I identify as a first-generation professional (please select one): (Select one)
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