Mid-Market SDR Sales Manager

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 200,000 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 are seeking an experienced sales leader to empower the Mid-Market Sales Development Representative (SDR) team. The Mid-Market Sales team is the fastest growing route-to-market at Gusto, serving Gusto’s largest customers (25+ employees) and providing a critical growth engine for the company. As the Mid-Market SDR Sales Manager you will be focused on generating top-of-the-funnel pipeline by having your team convert marketing qualified leads (MQLs) into warm opportunities that the Mid-Market Account Executives can close.  This leader will have a passion for building high-performance sales teams that deliver stellar near-term monthly and quarterly outcomes while also relentlessly pursuing process improvements that will move the needle long-term. This is a remote role, open to anyone in the United States.  

Here’s what you’ll do day-to-day:

• Lead a team of 7 Sales Development Reps to ensure weekly activity and SLA targets are met with the aim of exceeding monthly and quarterly SAL (Sales Accepted Lead) targets
• Use data to inform decision-making and focus areas - ranging from skill development (e.g. coaching conversations, email campaign usage) to team initiatives (e.g. staffing to seasonality, piloting new activities). 
• Track, measure and report-out on sales effectiveness against targets and adjust programs and strategies as necessary
• Partner with cross-functional teams to refine lead targeting, messaging, lead qualification, and opportunity hand-off
• Build a culture of sales excellence within the team. 
• Cultivate each individual’s skill set development and guide career pathing as they grow within the organization
• Ensure the effective use of Salesforce.com and other tools

• 1+ years of management experience leading an SDR sales team
• 3+ years of experience working in a high-velocity sales environment (ideally selling SaaS)
• Consistent track record of exceeding sales quotas 
• Experience with start-up environments or SaaS sales models
• Salesforce experience required

At Gusto, we strive to provide rewards that empower employees to achieve their financial and personal goals. We offer competitive compensation packages with a strong emphasis on equity based compensation (ownership in Gusto). To learn more about Gusto’s compensation philosophy and benefits offerings please view our Total Rewards Approach page.

Our cash compensation range for this role ranges from $130,000 OTE per year to $152,000 OTE per year in Denver and most remote locations with a 60/40 Split in Base and Commission. Higher compensation may be given for those in the Bay Area, LA Metro, NYC or other high cost of living areas. Final offer amounts are determined by multiple factors, including 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 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. If you need assistance or an accommodation due to a disability, you may contact us at [email protected].