Expansion Account Executive

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

Job summary

Gusto is seeking an Expansion Sales Account Executive to drive expansion revenue by engaging customers through a structured, multi-touch cadence. You will secure quality connects, conduct consultative calls, and upsell within the existing base, aligning with Sales, Product, and Marketing to optimize messaging.

You will own a monthly ARR target and use AI-powered workflows to streamline selling, with an emphasis on customer success and cross-sell opportunities.

Qualifications

• 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, with clear feedback to improve tools and processes.

Responsibilities

• Execute a multi-touch outreach cadence (calls + emails) to connect with customers.
• Smart outbound prospecting into our customer base.
• Conduct a minimum of 6 consultative calls each day to uncover upsell opportunities.
• Demonstrate additional product value using deep knowledge of the People Platform.
• Update Salesforce with detailed notes and collaborate with cross-functional teams to optimize messaging.
• Own a monthly ARR quota achieved via upsell and cross-sells.
• Use AI-powered workflows as a core part of how you sell and surface friction and inefficiencies.

Skills

Consultative sales

Account management

Salesforce proficiency

Communication skills

Negotiation

Time management

AI tooling usage

Tools

Sales engagement tools

AI tools

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 500,000 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
• Smart outbound prospecting into our customer base
• Conduct at least 6 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 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.

Here’s what you’ll do day-to-day

• 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.
• 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 $109,000

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 $95,000 to $120,000 OTE in Denver, Atlanta & Phoenix. 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.

Voluntary Self-Identification

Our customers come from all walks of life and so do we. We hire people from a wide variety of backgrounds, not just because it’s the right thing to do, but because it helps us to build better products, better serve our customers, and makes our company stronger.

In addition to the information required to consider your application, below is a set of demographic questions that help us identify areas for improvement in our process and further support the development and execution of our diversity efforts and programs as well as to create a more inclusive environment for all employees.

Your responses to these questions will be recorded and maintained in a confidential file. Your responses, or your wish not to answer, will not be associated with your specific application, will not be shared with hiring managers, and will not in any way be used in making any employment decisions, including hiring decisions.

Please use this as a reference while completing the disability self-identification:

You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition. Disabilities include, but are not limited to:

• Blindness
• Deafness
• Cancer
• Diabetes
• Epilepsy
• Autism
• Cerebral palsy
• HIV/AIDS
• Bipolar disorder
• Multiple sclerosis (MS)
• Missing limbs or partially missing limbs
• Post-traumatic stress disorder (PTSD)
• Impairments requiring the use of a wheelchair