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
• 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
• Ownership of a monthly ARR quota achieved via upsell and cross-sells
• Use AI-powered workflows as a core part of how you sell

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

Here's what you'll do day-to-day:

• Daily Outreach: Make approximately 60 dial attempts per day, targeting 6 quality connects
• Consultative Engagement: Conduct a minimum of 6 consultative calls each day
• Pipeline & Collaboration: Update Salesforce with detailed call notes and participate in daily huddles
• Feedback: Collect insights from customer conversations to refine outreach strategies and product messaging
• 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.