Expansion Account Executive

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About Gusto At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve. All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy. AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process. About the Role: 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. Key Responsibilities: Execute a multi‑touch outreach cadence (calls + emails) to connect with customers Smart outbound prospecting into our customer base Conduct at least 6 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. About the Team: 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. Here’s what you’ll do day-to-day: Daily Outreach: 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. Consultative Engagement: Conduct a minimum of 6 consultative calls each day—balancing inbound scheduled calls with targeted outbound efforts. Pipeline & Collaboration: 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. Feedback: Collect insights from customer conversations to help refine outreach strategies and product messaging. Results Contribute to achieving monthly incremental ARR targets of approximately $109,000 Here’s what we're looking for: 3+ years in consultative sales or account management focused on expansion. Proven success in a high‑velocity sales environment managing numerous customer interactions. Proficiency in Salesforce and modern sales engagement tools. Excellent communication, negotiation, and time‑management skills. Proven, 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 processes. Our cash compensation range for this role is $95,000 to $120,000 OTE in Denver & Atlanta. Remote locations will vary based on our geographical pay approach. Final offer amounts are determined by multiple factors, including candidate location

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