<p>About the Role:</p> <p>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.</p> <p>About the Team:</p> <p>Our Outbound BDR team is a foundational part of Gusto's 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 Gusto's mission of empowering small businesses.</p> <p>Here's what you'll do day-to-day:</p> <ul> <li>Lead, mentor, and empower a team of Outbound Business Development Representatives to achieve and exceed their pipeline generation goals. </li><li>Develop and implement effective outbound prospecting strategies, including cold calling, email, and social selling techniques. </li><li>Analyze team performance data to identify trends, optimize workflows, and implement continuous improvements. </li><li>Collaborate closely with Direct and Gusto Pro sales leaders to ensure seamless handoffs and alignment on target accounts. </li><li>Provide ongoing coaching, training, and performance feedback to help each team member reach their full potential. </li><li>Stay current on industry best practices and emerging technologies in outbound sales and BDR management. </li></ul> <p>Here's what we're looking for:</p> <ul> <li>7+ years of relevant sales or business development experience. </li><li>3+ years managing outbound Business Development or Sales Development teams. </li><li>Proven leadership in driving pipeline generation and achieving sales targets. </li><li>Strong familiarity with CRM tools (e.g., Salesforce) and sales engagement platforms (e.g., Salesloft, Outreach). </li><li>Demonstrated ability to take initiative, ownership, and propose well-reasoned solutions based on data. </li><li>A growth mindset with a track record of adapting to structured environments and utilizing various reporting tools. </li><li>Excellent communication skills with the ability to understand diverse perspectives and voice dissenting opinions constructively. </li></ul> <p>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.</p>