# Expansion Account Executive

**Company**: Gusto
**Location**: Denver, CO;Atlanta, GA;Chicago, IL;Phoenix, AZ
**Work arrangement**: hybrid
**Experience**: mid
**Job type**: full-time
**Salary**: Our cash compensation range for this role is $95,000 to $120,000 OTE
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/gusto/jobs/7902351?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_100a79e2-fb1

## Description

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.

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

- 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 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, 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.

## Skills

### Required
- consultative sales
- account management
- expansion sales
- salesforce
- modern sales engagement tools
- communication
- negotiation
- time-management

### Nice to have
- AI integration
- writing
- research
- prep
- summarization

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/gusto/jobs/7902351?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)