Expansion Account Executive

Gusto; Scottsdale (AZ); On-site; USD 95,000 - 150,000; Full time

Benefits offered by this job

Healthcare benefits

Dental & Vision

Mental health resources

Free meals at office

Paid time off

Job summary

Gusto is seeking an Expansion Sales Account Executive to drive expansion revenue by engaging customers through inbound and outbound outreach. You will conduct a high-velocity cadence, leverage your People Platform knowledge, and collaborate with cross-functional teams to optimize messaging and win opportunities.

You will own a monthly ARR quota through upsell and cross-sells, supported by AI-powered workflows and Salesforce data.

Qualifications

• 3+ years in consultative sales or account management focused on expansion.
• Proficiency in Salesforce and modern sales engagement tools.
• Excellent communication, negotiation, and time-management skills.

Responsibilities

• Execute a multi-touch outreach cadence (calls + emails) to connect with customers.
• Drive expansion revenue with inbound/outbound outreach and consultative calls.
• Own monthly ARR quota achieved via upsell and cross-sells.
• Use AI-powered workflows to surface friction and improve selling effectiveness.
• Update Salesforce with detailed notes and collaborate with cross-functional teams.
• Participate in daily huddles to review priorities and opportunities.

Skills

Consultative sales

Expansion/sales enablement

Salesforce

AI in sales

Outreach cadence

Communication

Negotiation

Time management

Education

Bachelor's degree preferred

Tools

Sales engagement tools

Job description

• 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
• 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
• 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
• 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
• 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
• Collect insights from customer conversations to help refine outreach strategies and product messaging
• Contribute to achieving monthly incremental ARR targets of approximately $109,000

Benefits

• Gender-affirming care and support
• Family care and support, including family planning and fertility benefits
• A variety of mental health resources
• Medical, dental, and vision insurance for employees and dependents
• Free meals and refreshments at the office (conversation and community is an added bonus!)
• Paid vacation, sick time, bereavement, and holidays, paid leaves, sabbatical, and more

Proven success in a high‑velocity sales environment managing numerous customer interactionsProven, 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 processesProficiency in Salesforce and modern sales engagement tools3+ years in consultative sales or account management focused on expansionExcellent communication, negotiation, and time‑management skills