Expansion AE, Gusto Pro

As an Expansion AE at Gusto, you'll drive expansion revenue within the existing customer base, using AI tools to prioritize and build pipeline proactively.

You'll own a dedicated book of business, serving as the primary point of contact for expansion selling, and sell end-to-end across the platform, building multi-product relationships.

Key responsibilities:

• Customer Ownership & Expansion: Own a dedicated book of business, serving as the primary point of contact for expansion selling.
• Sell end-to-end across the platform, building multi-product relationships over time.
• Multi-thread relationships beyond a single champion and stay ahead of new customer needs.

Revenue Growth & Expansion:

• Carry an expansion ARR quota for your book.
• Build and own your expansion pipeline proactively, using triggers, propensity signals, and AI-assisted prospecting.
• Adopt a value-based, consultative selling approach, building the case for expansion around each customer's needs.

Operational Excellence:

• Maintain organized visibility across your book, prioritizing outreach using account health and usage data.
• 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.

Requirements:

• 3-4+ years in a high-volume, quota-carrying customer-facing sales role, preferably in B2B SaaS.
• Proven track record of driving expansion revenue within an existing book of business.
• Skilled in value-based, consultative selling, with strong deal management and closing execution.
• Strong business and sales acumen, genuinely driven by quota and revenue outcomes.
• Proven, day-to-day experience integrating AI into how you work.

The cash compensation range for this role is $95,000 to $120,000 OTE in Denver and Atlanta.