Business Insurance Account Executive

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.

We're seeking a highly motivated and licensed Property & Casualty (P&C) Insurance Broker to join our team as part of a critical pilot to launch a P&C broker model at Gusto. You will be essential in evolving Gusto's business insurance channel by acting as a licensed agent to quote and issue business insurance policies with our NEXT Insurance carrier partner.

Responsibilities

• Make outbound dials to prospective and existing small business clients to assess their complex P&C insurance needs and recommend suitable coverage options.

• Quote and issue Property & Casualty policies, primarily with the NEXT Insurance carrier, in our offline sales channel.

• Achieve required daily, weekly, and monthly sales activity expectations.

• Provide human-in-the-loop support to optimize the AI Insurance Advisor, Gus, and assist customers with more complex needs.

• Maintain client relationships, manage policy renewals, and facilitate changes or endorsements to existing policies.

• Act as a trusted liaison between clients and carriers, including assisting clients with reports of losses and claims settlement when necessary.

• Actively work to cross-sell and up-sell additional P&C lines of coverage and strive to achieve monthly production goals for units and/or revenue.

• Maintain accurate and up-to-date client records and policy documentation within CRM systems (SFDC workflow).

• 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.

• Stay current on industry trends, products, regulations, and underwriting guidelines to provide accurate advice and ensure compliance.

Requirements

• Experience in the field: Proven experience in insurance sales or brokerage, with coverage level knowledge of commercial P&C products (e.g., Workers' Compensation, BOP, Commercial Auto, E&O).

• Licensing: An active Property & Casualty insurance producer’s license

• Communication & Interpersonal Skills: Excellent verbal and written communication, active listening, and strong interpersonal skills to build rapport and explain complex concepts clearly.

• Sales & Negotiation: Strong sales and negotiation abilities with a proven ability to meet sales targets.

• Technical Proficiency: Working knowledge of carrier quoting systems, proficiency in insurance software, and familiarity with CRM systems like Salesforce (SFDC).

• Comfortable using AI tools and automation to enhance productivity, decision-making, and problem-solving.

• Mindset: A demonstrated passion for delivering an incredible customer experience and genuine empathy for small business owners.

• Attributes: Highly self-motivated, goal-oriented, and an entrepreneurial ownership mentality to thrive in a fast-paced, high-energy environment.

• AI Fluency: 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 amount for this role is $109,390 to $134,000 OTE for Denver, Atlanta, Chicago & Las Vegas. $102,855 to $126,000 OTE for Phoenix.