Business Development Representative (Gusto Pro - Accountant Partnerships)

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, Gusto 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 at Gusto. 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 expanding our Gusto Pro Partner Sales team and looking for driven Business Development Representatives (BDRs) to generate new opportunities within the accounting channel. This role is for someone who gets energy from outbound prospecting, sparking interest in innovative technology, and initiating strategic conversations with accounting firm leaders.

As a BDR, you'll play a crucial role at the top of our sales funnel — identifying high-potential firms, qualifying interest, and booking meetings that lead to new partnerships. You’ll partner closely with Account Executives and collaborate cross-functionally to turn curiosity into action.

Here’s what you’ll do day-to-day:

• Outbound Prospecting: Leverage a variety of tools and channels (phone, email, LinkedIn) to engage accounting firm leaders and introduce them to Gusto Pro.
• Qualify Opportunities: Assess firm fit and identify business needs through discovery conversations that pave the way for productive AE handoffs.
• Educate & Inspire: Communicate Gusto Pro’s value to accountants, highlighting how our platform helps firms streamline operations and better serve their clients.
• Collaborate with AEs: Partner with Account Executives to drive pipeline generation, account planning, and meeting conversion.
• Maintain CRM Hygiene: Accurately log all activities and insights in Salesforce and maintain a disciplined, data-driven approach to outreach.
• Hit Goals & Grow: Consistently meet monthly metrics and contribute to a high-performing team culture focused on results and career development.

Here’s what we're looking for:

• 1–2 years of B2B sales or outbound prospecting experience, ideally in SaaS, HCM, HR Tech, or FinTech.
• A hunter’s mentality — motivated, resilient, and excited to break into new accounts.
• Strong written and verbal communication skills with a knack for sparking curiosity.
• Experience using Salesforce, Outreach, LinkedIn Sales Navigator, or similar tools.
• Familiarity with the accounting industry or payroll/HR tech is a plus (but not required).
• A team player who thrives in a collaborative environment and is hungry to grow into a closing role.
• Ability to learn quickly, take feedback well, and iterate for success.

Our cash compensation range for this role ranges from $21.50 - $24.23per hour with a 20% commission structure in the Denver location. Final offer amounts are determined by multiple factors, including candidate location, 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.