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Mid Market Sales Manager – Ardius

Full Time
  • Full Time
  • Denver, CO; New York City, NY; San Francisco, CA; Remote
  • gusto profile


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.

About the Role:

Gusto recently acquired Ardius, a revolutionary platform that helps small and medium sized businesses tap into the billions of R&D tax credits that the federal government makes available every year. In the same vein that Gusto’s core payroll products dramatically simplifies the payroll process, Ardius makes it easy for entrepreneurs to claim valuable tax credits.  We are looking for a sales leader to empower a small team of Account Executives and land this relatively new sales motion within Gusto.   

 Here’s what you’ll do:

  • Act as a player-coach to develop an understanding of the sales motion before ultimately scaling it into a larger team
  • Leadership responsibilities in this role include: 
    • Develop a sales process playbook that defines best practices to help AE’s execute in their roles 
    • Review team pipeline, metrics and forecasts and report progress up to Head of Mid-Market sales on a weekly basis 
    • Conduct weekly 1:1’s with the AE’s on team to provide coaching for improved individual sales performance
    • Collaborate cross-functionally with product, marketing and other sales teams within Gusto to improve our ability to serve customers and win their business
  • AE  Responsibilities: 
    • Generate new business by prospecting and qualifying new leads (inbound and outbound)
    • Use our CRM to manage a pipeline of qualified opportunities through the sales funnel, create close-plans, track activities and next steps
    • Engage with senior level decision makers through complex buying processes and ultimately close-deals by securing signed contracts
    • Translate the complicated language of tax credits and R&D into clear and simple concepts
    • Manage a large, high-velocity, inbound pipeline while supplementing with outbound prospecting where necessary
    • Conduct comprehensive discoveries and deliver relevant and details product demos 
    • Maintain impeccable CRM documentation in accordance with team SOPs (Stages, close dates, and activity dispositions) 
    • Conduct daily outbound sales calls.
    • Schedule and hold sales appointments.
    • Research prospective companies in order to hold intelligent and impactful conversations with your prospects

Here’s what we’re looking for

  • Sales leadership experience managing high-velocity SaaS business highly preferred
  • 2+ years of sales experience, bonus if experience includes full-cycle, outbound motions
  • Experience managing large pipelines and high velocity sales cycle
  • Team player: Passionate about bettering oneself AND the team around them 
  • Organized: Ability to manage a large inbound pipeline using CRM while also while also allocating time to outbound prospecting
  • Hungry: Competitive spirit to be number one, and passion for selling Gusto’s People Platform
  • Integrity: Will sell the right solutions to the right customers
  • Growth Mindset: Strong commitment to developing Sandler sales skills (validated by Gong) and demonstrated ability to handle change and ambiguity, effectively and with enthusiasm
  • Proven ability to build relationships and quickly develop trust with C-level executives.
  • Outstanding communication skills
  • Dynamic personality with the ability to build amazing relationships all while maintaining a “challenger” type sales approach.
  • Unparalleled drive and sense of urgency.
  • Career driven with a resilient and tenacious personality.

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 amount for this role is targeted at $95,000 OTE – $115,000 OTE / year in Denver & most remote locations. 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

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