Expansion Sales Account Executive — AI-Driven Growth

Gusto; Atlanta (GA); Remote; 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 both inbound and outbound outreach. You will execute a structured cadence to secure quality connects and grow ARR, leveraging the People Platform and AI-powered workflows.

You will own a monthly ARR quota, update Salesforce with notes, and collaborate with Sales, Product, and Marketing. The role demands consultative selling, SaaS know-how, and a proven ability to manage many customer

Qualifications

• 3+ years in consultative sales or expansion-focused account management.
• Proficiency in Salesforce and modern sales engagement tools.
• Excellent communication, negotiation, and time management skills.
• Proven experience integrating AI into daily workflows.

Responsibilities

• Make ~60 dial attempts per day to connect with customers.
• Engage in smart outbound prospecting to grow the customer base.
• Conduct at least 6 consultative calls daily to uncover upsell opportunities.
• Update Salesforce with detailed notes and coordinate with Sales, Product, and Marketing.
• Own a monthly ARR quota focused on upsell and cross-sells.
• Use AI-powered workflows as a core selling tool and provide feedback to improve tools.

Skills

Consultative sales

Account management (expansion)

Communication

Negotiation

Time management

Tools

Salesforce

Sales engagement tools

Job description

Gusto is seeking an Expansion Sales Account Executive to drive expansion revenue by engaging customers through both inbound and outbound outreach. You will execute a structured cadence to secure quality connects and grow ARR, leveraging the People Platform and AI-powered workflows.

You will own a monthly ARR quota, update Salesforce with notes, and collaborate with Sales, Product, and Marketing. The role demands consultative selling, SaaS know-how, and a proven ability to manage many customer