Remote Sales Development Representative - SaaS Focus

About the Role

We are seeking a Remote Sales Development Representative to join our dynamic team at Guusto. In this role, you will play a crucial part in driving opportunities forward and building strong relationships with customers. As a Remote Sales Development Representative, you will not only respond to inbound leads but also actively engage in thoughtful discovery and rigorous qualification to ensure our clients receive the best service possible.

What You'll Do

• Respond to inbound leads, ensuring quick and high-quality first engagement.
• Proactively drive opportunities, reaching out when customer interest is warm but not fully formed.
• Conduct discovery conversations to understand customer business needs, pain points, and buying processes.
• Make judgment calls on qualification, deal priority, and next steps, including when to advance, nurture, or disqualify leads.
• Own and close smaller value opportunities end-to-end, from qualification to close.
• Qualify and hand off mid-market and enterprise opportunities to Account Executives, ensuring a smooth and seamless transition.
• Engage with customers to proactively move deals forward, especially when prospects are hesitant or unresponsive.
• Host product demos and webinars to educate prospects on employee recognition and Guusto’s value.
• Represent Guusto at partner and industry events, engaging in meaningful conversations and booking qualified follow-ups.
• Research attendees and execute personalized outreach after webinars and live events.
• Build customized demo environments within the Guusto platform, featuring customer logos, branding, and configuration.
• Maintain accurate lead data in HubSpot, including status, qualification details, and pipeline status.
• Collaborate with our strategic partners (UKG, Dayforce, Paycor) to manage inbound partner leads and keep partner systems up to date.

Requirements

• 2-3 years of SaaS experience in an inbound or outbound sales development role.
• Proven ability to advance opportunities in ambiguous situations, not just respond to inbound demand.
• Strong discovery and qualification skills with the ability to detect real buying signals.
• Comfortable picking up the phone to create clarity, challenge assumptions, and push deals forward.
• An ownership mindset that takes accountability for results, not just the activity that leads to them.
• Confident communicator who can lead calls, demos, and conversations with customers at multiple levels of an organization.
• Experience supporting or coordinating full cycle sales from discovery through close.
• Hands-on experience using CRM software such as HubSpot or Salesforce.
• Ability to tailor messaging to multiple audiences, from SMB through mid-market and enterprise buyers.
• Highly organized with the ability to manage multiple priorities while maintaining speed and quality.

Nice to Have

• Experience closing smaller deals independently.
• Familiarity with hosting webinars or customer-facing presentations.
• History working with partners or within partner ecosystems.
• Background in HR tech, employee recognition, or people-focused SaaS products.

What We Offer

• Competitive salary range of $62,000 - $74,000 per year.
• Fully remote work environment, allowing for flexibility and work-life balance.
• Opportunities for professional growth and development.
• A supportive team culture focused on appreciation and recognition.
• Access to industry-leading tools and resources.