Expansion Account Executive

About Gusto

At Gusto were on a mission to grow the small business economy. We handle the hard stuff payroll health insurance 401(k)s and HR so owners can focus on their craft and their customers. With teams in Denver San Francisco and New York we support more than 500000 small businesses nationwide and are building a workplace that reflects the people we serve.

All full-time employees receive competitive base pay benefits and equity (RSUs) because everyone who helps build Gusto should share in its success. Offer amounts are determined by role level and location. Learn more about our Total Rewards philosophy.

AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.

About the Role:

As a Expansion Sales Account Executive at Gusto you will be a platform advisor to drive expansion revenue by engaging customers through both inbound and outbound outreach. Using a structured multitouch cadence you will secure quality connects and generate incremental ARR growth.

Key Responsibilities:

• Execute a multitouch outreach cadence (calls emails) to connect with customers
• Fast responsiveness to inbound opportunities combined with smart outbound prospecting into our customer base
• Conduct at least 60 consultative calls daily to uncover upsell and crosssell opportunities.
• Leverage your deep knowledge of the People Platform to demonstrate additional product value.
• Update Salesforce with detailed notes and collaborate with crossfunctional teams (Sales Product Marketing) to optimize messaging.
• Ownership of a monthly ARR quota achieved via upsell and cross-sells
• Use AI-powered workflows as a core part of how you sell: running assigned tools daily surfacing friction and inefficiencies as you find them and collaborating with your team to influence what gets built or improved next.

About the Team:

The Platform Sales teamis dedicated to supporting our existing customers as their businesses evolve ensuring their needs are met at every stage of growth. Through proactive outreach during key lifecycle moments we drive greater product adoption enhance customer engagement and extend customer lifetime value with Gusto.

Heres what youll do day-to-day:

• Daily Outreach:
• Make approximately 60 dial attempts per day (targeting 6 quality connects; 10 call attempts per connect).
• Send personalized followup emails per dial attempt/connect and leverage additional touchpoints as needed.
• Consultative Engagement:
• Conduct a minimum of 6 consultative calls each daybalancing inbound scheduled calls with targeted outbound efforts.
• Pipeline & Collaboration:
• Update Salesforce with detailed call notes track opportunities and plan followup actions.
• Participate in daily huddles with your PE to review priorities and discuss toppriority opportunities.
• Feedback:
• Collect insights from customer conversations to help refine outreach strategies and product messaging.
• Results
• Contribute to achieving monthly incremental ARR targets of approximately $109000

Heres what were looking for:

• 3 years in consultative sales or account management focused on expansion.
• Proven success in a highvelocity sales environment managing numerous customer interactions.
• Proficiency in Salesforce and modern sales engagement tools.
• Excellent communication negotiation and timemanagement skills.
• Proven day-to-day experience integrating AI into how you work - across writing research prep and summarization as a core part of your workflow with a track record of giving clear useful feedback that helps improve your tools and processes.

Our cash compensation range for this role is $95000 to $120000 OTE in Denver Atlanta and Phoenix. Final offer amounts are determined by multiple factors including candidate location experience and expertise and may vary from the amounts listed above.

Gusto has physical office spaces in Denver San Francisco and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role). The same office expectations apply to all Symmetry roles Gustos subsidiary whose physical office is in Scottsdale.

Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas.

When approved to work from a location other than a Gusto office a secure reliable and consistent internet connection is required. This includes non-office days for hybrid employees.

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 its 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. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey please fill out this form and a member of our team will get in touch with you.

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