Retirement Account Executive

About the Role:

As an Account Executive on the Gusto 401(k) team you will work with existing Gusto customers who have expressed interest in adding a retirement benefit. You’ll lead structured compliant sales conversations guide customers through decision steps and move opportunities toward closure using defined workflows and AI-enabled tools. This role is ideal for someone motivated by achieving sales targets while delivering consistent high-quality customer experiences.

About the Team:

The Gusto 401(k) Sales team helps small businesses offer meaningful retirement benefits through a simple accessible experience. We operate with an AI-native mindset using technology to improve consistency reduce manual work and enable Gusties to focus on impactful customer interactions.

Here’s what you’ll do day-to-day:

• Engage inbound Gusto customers interested in adding a 401(k) and conduct structured discovery conversations

• Guide customers through decision-making using approved sales frameworks materials and eligibility criteria

• Progress and close inbound opportunities by following defined workflows and sales processes

• Leverage AI-powered tools to prioritize opportunities personalize follow-ups and reduce administrative work

• Maintain accurate CRM records in Salesforce and ensure pipeline data integrity

• Meet established activity responsiveness and conversion metrics within assigned lead queues

• Coordinate smooth handoffs to onboarding teams and escalate non-standard scenarios as needed

Here’s what we’re looking for:

• 18+ months of experience in a closing benefits or customer-facing sales role

• Experience guiding customers through multi-step purchasing decisions in a structured environment

• Comfort following defined sales processes scripts and compliance guidelines

• Experience using CRM systems (Salesforce preferred) and AI-enabled sales tools

• Strong written and verbal communication skills

• High attention to detail and reliability in completing structured workflows

The on-target earning (OTE) potential for this role is targeted at $105000 (60% base and 40% variable bonus) in Denver and most remote locations. Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the amounts listed above.