Expansion Account Executive

Gusto; Atlanta (GA); On-site; USD 95,000 - 120,000; Full time

Job summary

Gusto is seeking an Expansion Sales Account Executive to drive expansion and close new business across the US market.

You will own the full revenue pipeline, forecast accurately, and work with a recurring revenue model where retention matters as much as acquisition.

A Bachelor's degree is required; strong communication and collaboration with multiple stakeholders is essential.

Qualifications

• Bachelor's degree required.

Responsibilities

• Own the entire revenue pipeline and be measured on quota attainment.
• Drive expansion sales in assigned markets and close deals with recurring revenue models.
• Prepare and deliver product demos and business cases.

Education

Bachelor's Degree

Job description

About the Role: As a Expansion Sales Account Executive at Gusto, you will be a platform advisor to drive expansion... ...cash compensation range for this role is $95,000 to $120,000 OTE in Denver, Atlanta and Phoenix. Final offer amounts are determined...

Commission Structure

Not disclosed — ask in interview

Commission

Structure not specified

OTE

$120k (range: $95k–$120k)

Ramp Period

Not mentioned — clarify timeline

Requirements at a Glance

Bachelor's Degree · Required

Typical Day — Account Executive

Demos 4–6/week

Proposals 2–3/week

Estimates based on role type and selling motion — actual may vary by company.

SaaS — Interview Intel

Typical Sales Cycle

Common Buyer Objections

• We're locked into a contract with [competitor]
• We built something in-house already
• We don't have budget until next quarter
• Our team won't adopt another tool

Key Industry Metrics

ARR / MRR Net Revenue Retention (NRR) CAC Payback Period Logo Churn vs Revenue Churn ACV (Avg Contract Value) Magic Number

Hot Topics to Reference

• Vertical SaaS consolidation
• Usage-based pricing models

Use these insights to speak the buyer's language in interviews.

Tags

Interview Questions 5 —

• Walk me through your discovery process.
• How do you handle a prospect who goes silent mid-deal?
• Tell me about your largest closed deal and the sales cycle.
• How do you build business cases for stakeholders?
• Describe a deal you lost and what you learned.

Research Gusto's product, recent news, and key competitors

Practice a 2-minute product demo pitch for a mock discovery call

Review the job description and map your experience to each requirement

Role Insights

As an Account Executive with Gusto, you'll own the entire revenue pipeline and be measured on quota attainment.

Expect to work with recurring revenue models where customer retention is as important as acquisition.

The US market offers the highest OTE potential globally for sales professionals, with a highly competitive talent landscape.

The compensation range of $95k–$120k OTE suggests a competitive package for this market segment.

Interested in SaaS closing roles paying $120k+ OTE? Build your profile to get matched with roles like this.

Build your free closer profile to get matched with high-ticket sales opportunities, track applications, and showcase your track record.

Join 500+ closers already on the platform Free forever