Expansion Account Executive: Drive ARR Growth & Upsell

Gusto, Inc.; Denver (CO); On-site; 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 inbound and outbound outreach. You will use a structured multi-touch cadence to secure quality connects and generate incremental ARR.

Daily you will conduct high-volume outreach, perform consultative calls, and update Salesforce. You’ll collaborate with Sales, Product, and Marketing to optimize messaging and help guide product improvements.

Qualifications

• 3+ years in consultative sales or account management focused on expansion.
• Proven success in a high-velocity sales environment with numerous customer interactions.
• Proficiency in Salesforce and modern sales engagement tools and AI-assisted workflows.

Responsibilities

• Execute a multi-touch outreach cadence (calls + emails) to connect with customers.
• Conduct a minimum of 6 consultative calls each day.
• Update Salesforce with detailed notes, track opportunities, and plan follow-up actions.
• Collaborate with cross-functional teams (Sales, Product, Marketing) to optimize messaging.
• Contribute to achieving monthly incremental ARR targets (approx. $109,000).

Skills

Consultative sales

Account management

Communication

Time management

Tools

Salesforce

Sales engagement tools

AI-assisted workflows

Job description

Gusto is seeking an Expansion Sales Account Executive to drive expansion revenue by engaging customers through inbound and outbound outreach. You will use a structured multi-touch cadence to secure quality connects and generate incremental ARR.

Daily you will conduct high-volume outreach, perform consultative calls, and update Salesforce. You’ll collaborate with Sales, Product, and Marketing to optimize messaging and help guide product improvements.