Job Description
About Gusto
At Gusto we're 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 multi‑touch cadence you will secure quality connects and generate incremental ARR growth.
Key Responsibilities:
- Execute a multi‑touch 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 cross‑sell opportunities.
- Leverage your deep knowledge of the People Platform to demonstrate additional product value.
- Update Salesforce with detailed notes and collaborate with cross‑functional 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 team is 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.
Here’s what you’ll do day-to-day:
- Daily Outreach:
- Make approximately 60 dial attempts per day (targeting 6 quality connects; ~10 call attempts per connect).
- Send personalized follow‑up emails per dial attempt/connect and leverage additional touchpoints as needed.
- Consultative Engagement:
- Conduct a minimum of 6 consultative calls each day—balancing inbound scheduled calls with targeted outbound efforts.
- Pipeline & Collaboration:
- Update Salesforce with detailed call notes track opportunities and plan follow‑up actions.
- Participate in daily huddles with your PE to review priorities and discuss top‑priority 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
Here’s what we're looking for:
- 3+ years in consultative sales or account management focused on expansion.
- Proven success in a high‑velocity sales environment managing numerous customer interactions.
- Proficiency in Salesforce and modern sales engagement tools.
- Excellent communication negotiation and time‑management 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 Phoenix Chicago and most remote locations. Remote locations will vary based on our geographical pay approach. 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 Gusto's 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 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. 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.
Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer.
Personal information collected and processed as part of your Gusto application will be subject to Gusto's Applicant Privacy Notice.
Skills Required
- 3+ years in consultative sales or account management focused on expansion
- Proven success in a high-velocity sales environment managing numerous customer interactions
- Proficiency in Salesforce and modern sales engagement tools
- Excellent communication negotiation and time-management skills
- Proven day-to-day experience integrating AI into work processes
What the Team is Saying
Gusto Compensation & Benefits Highlights
- Healthcare Strength—Medical dental and vision coverage is described as comprehensive for employees and dependents with mental‑health resources included. Health benefits are also available and administered within one system that syncs with payroll.
- Inclusive Benefits Coverage—Family planning and fertility support gender‑affirming care and a range of mental‑health resources extend coverage to diverse needs. Adoption assistance childcare benefits and return‑to‑work support further broaden inclusivity for different family structures.
- Leave & Time Off Breadth—Paid vacation sick time bereavement holidays and paid leaves form a wide time‑off foundation. A sabbatical program adds longer‑term rest options beyond standard PTO.
Gusto Insights
What We Do
Gusto is a modern online small business 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 400000 businesses. 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.
Why Work With Us
We help small businesses—the backbone of the economy—thrive. Everything we do ladders up to empowering entrepreneurs and supporting their teams. Gusto empowers builders at every level to take initiative and make things better. You'll be solving meaningful challenges that shape the future of work.
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Hybrid Workspace
Employees engage in a combination of remote and on-site work.
We’ve built an inclusive connected culture—no matter where you live. Whether near an office or remote you’ll find opportunities to connect grow and belong. Employees work from the office on 2 designated days per week.
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Date Posted
05/08/2026
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