Expansion Account Executive Denver, CO;Atlanta, GA;Chicago, IL;Phoenix, AZ

Denver, CO;
Atlanta, GA;
Chicago, IL;
Phoenix, AZ

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.

AI is a fundamental part of how work gets done  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.

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 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

• 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
• 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

• 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, Phoenix, Chicago and most remote locations. Remote locations will vary based on our geographical pay approach. Final offer amounts are determined by multiple factors, including candidate location, experience and expertise, and may vary from the amounts listed above.

Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2‑3 days per week (or more depending on role). The same office expectations apply to all Symmetry roles, Gusto’s subsidiary, whose physical office is in Scottsdale. When approved to work from a location other than a Gusto office, a…