Sales Development Representative

Guusto is on a mission to help build amazing company cultures where people feel appreciated, engaged, and inspired. We partner with HR leaders to deliver flexible, meaningful recognition programs that employees actually love. Since 2020, we have grown over 400 percent and are proud to be the number one highest rated recognition and rewards platform on G2 and Capterra, with over 3,000 five star reviews. Our customers include Canada Life, Levi’s, Maple Leaf Sports and Entertainment, Fairmont Hotels, and thousands more.

We’re looking for a hungry and driven Sales Development Representative who thrives on pushing opportunities forward. In this role, you won’t just be responding to inbound leads; you’ll actively drive opportunities forward using thoughtful discovery, rigorous qualification, and well-timed urgency. You’ll own smaller-value deals end-to-end and partner with Account Executives on mid-market and enterprise opportunities, proactively stepping in when customer intent is unclear.

This is a relationship building role for someone who’s comfortable being in front of customers, naturally curious about how organizations buy, and who loves making progress, not being passive.

• Respond 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

• 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

• 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