Expansion Account Executive

As a Expansion Sales Account Executive at Gusto, you will drive expansion revenue by engaging customers through inbound and outbound outreach.

Key Responsibilities:

• Execute a multi-touch outreach cadence to connect with customers
• Respond quickly to inbound opportunities and prospect into the 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
• Own a monthly ARR quota achieved via upsell and cross-sells
• Use AI-powered workflows as a core part of selling

About the Team: The Platform Sales team supports existing customers as their businesses evolve, driving greater product adoption and customer lifetime value.

Day-to-day:

• Make approximately 60 dial attempts per day
• Send personalized follow-up emails
• Conduct a minimum of 6 consultative calls each day
• Update Salesforce with detailed call notes
• Participate in daily huddles with your PE
• Collect insights from customer conversations

Results:

• Contribute to achieving monthly incremental ARR targets of approximately $109,000

We're looking for:

• 3+ years in consultative sales or account management focused on expansion
• Proven success in a high-velocity sales environment
• Proficiency in Salesforce and modern sales engagement tools
• Excellent communication, negotiation, and time-management skills
• Proven experience integrating AI into your workflow

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