AI-Driven Expansion AE: Grow Multi-Product Book

Gusto, Inc.; Atlanta, Denver (GA, CO); Hybrid; USD 95,000 - 120,000; Full time

Job summary

Gusto, Inc. is seeking an Expansion Account Executive to own a dedicated book of business within our existing customer base and to drive durable expansion revenue across multiple products.

You will leverage signals and AI to prioritize outreach, build a proactive pipeline, and maintain a high-performance bar by owning outcomes end to end. As part of Expansion Sales, you’ll grow revenue within our current customer base, land multi-product relationships, and collaborate with cross-functional

Qualifications

• 3-4+ years in a high-volume, quota-carrying customer-facing sales role
• Proven track record of driving expansion revenue within an existing book of business
• Skilled in value-based, consultative selling with strong deal management
• Day-to-day experience integrating AI into how you work
• Experience working with accountants a plus

Responsibilities

• Own a dedicated book of business within your segment and serve as the primary contact for expansion selling into that book
• Sell end-to-end across the platform (tier upgrades, add-ons, retirement benefits)
• Build multi-product relationships and maintain multiple threads beyond a single champion
• Carry an expansion ARR quota and build your expansion pipeline proactively
• Own the deal end to end: prospecting, pitching, negotiating, and closing within your book
• Maintain organized visibility across your book and keep CRM and pipeline current
• Use AI tools and workflows for research, prep, account planning, and reporting as core workflow elements

Skills

Expansion sales

Account management

Consultative selling

AI in sales

Forecasting

Tools

CRM software

Job description

Gusto, Inc. is seeking an Expansion Account Executive to own a dedicated book of business within our existing customer base and to drive durable expansion revenue across multiple products.

You will leverage signals and AI to prioritize outreach, build a proactive pipeline, and maintain a high-performance bar by owning outcomes end to end. As part of Expansion Sales, you’ll grow revenue within our current customer base, land multi-product relationships, and collaborate with cross-functional