Expansion AE: AI-Powered Growth for Your Existing Book

Gusto; Denver (CO); Hybrid; USD 95,000 - 120,000; Full time

Job summary

Gusto is seeking an Expansion AE to own a dedicated book of business within our existing customer base, driving durable expansion revenue across multiple products. You’ll use signals and AI to prioritize outreach and will be responsible for the entire expansion lifecycle from prospecting to closing.

With a focus on value-based, consultative selling, you’ll build client-specific expansion cases, manage deals end-to-end, and grow ARR in a high-volume, quota-carrying environment.

Qualifications

• 3-4+ years in a high-volume, quota-carrying customer-facing sales role, preferably in B2B SaaS, with a book-based expansion mandate

Responsibilities

• Own a dedicated book of business within your segment, serving as the primary point of contact for expansion selling into that book.
• Sell end-to-end across the platform, such as tier upgrades, add-ons, and retirement benefits, building multi-product relationships over time rather than one-off transactions.
• Multi-thread relationships beyond a single champion and stay ahead of new customer needs as your book evolves.
• Carry an expansion ARR quota for your book.
• Build and own your expansion pipeline proactively, using triggers, propensity signals, and AI-assisted prospecting rather than waiting on inbound requests.
• Adopt a value-based, consultative selling approach, building the case for expansion around each customer's needs.
• Own the deal end to end: prospecting, pitching, negotiating, and closing within your book.
• Maintain organized visibility across your book, prioritizing outreach using account health and usage data rather than working accounts in a fixed order.
• Keep CRM activity and pipeline current across your full book.
• Use AI tools and workflows day-to-day for research, prep, account planning, and reporting as a core part of how you work, not an occasional tool.
• Experience working with accountants a plus.

Job description

Gusto is seeking an Expansion AE to own a dedicated book of business within our existing customer base, driving durable expansion revenue across multiple products. You’ll use signals and AI to prioritize outreach and will be responsible for the entire expansion lifecycle from prospecting to closing.

With a focus on value-based, consultative selling, you’ll build client-specific expansion cases, manage deals end-to-end, and grow ARR in a high-volume, quota-carrying environment.