Expansion Account Executive, Gusto
$95-120k
OTE
+ RSUs
2-3 days a week in office
Automated payroll, benefits & HR platform
Open for applications
Automated payroll, benefits & HR platform
1001+ employees
Open for applications
$95-120k
OTE
+ RSUs
2-3 days a week in office
1001+ employees
Company mission
To grow the small business economy.
Role
Who you are
- 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
What the job involves
- 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
- 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
- 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
- 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
- Conduct a minimum of 6 consultative calls each day—balancing inbound scheduled calls with targeted outbound efforts
- 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
- Collect insights from customer conversations to help refine outreach strategies and product messaging
- Contribute to achieving monthly incremental ARR targets of approximately $109,000
Our take
For many small businesses, vital administrative tasks such as payroll, taxes, and benefits are manual tasks that take time and energy - which many SMB owners don’t have. The co-founders of Gusto all come from small business backgrounds, which is why they created a platform that would handle employee payments, benefits administration, and compliance support specifically for small businesses.
The company may have started slowly, as the founders focused on nailing each individual aspect of Gusto’s operations, but has now skyrocketed to unicorn status with more than 400,000 customers and a multi-billion dollar valuation. And in 2021, Gusto began acquiring other companies to strengthen its offering and position in a competitive market, including the likes of Ardius, Symmetry and Guideline.
Through its continued acquisitions and fundraising efforts, the company has carved out a strong position for itself in the space. It continues to expand its platform, for example by partnering with Parafin to launch a payroll line of credit for small businesses, and more recently launching Cofounder, an AI teammate tailored to the needs of small businesses.
Steph
Company Specialist at Welcome to the Jungle
Insights
45% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
May 2022
$55m
SERIES E
Aug 2021
$175m
SERIES E
Total funding: $706.3m
Company benefits
- Medical, dental, and vision insurance for employees and dependents
- Family care and support, including family planning and fertility benefits
- Gender-affirming care and support
- A variety of mental health resources
- Paid vacation, sick time, bereavement, and holidays, paid leaves, sabbatical, and more
- Free meals and refreshments at the office (conversation and community is an added bonus!)
Company HQ
Central Waterfront, San Francisco, CA
Leadership
Joshua Reeves
(CEO & Co-Founder)Studied Electrical Engineering at Stanford and went onto co-found Gusto in 2011.
Tomer London
(CPO & Co-Founder)Has a PhD in Electrical Engineering from Stanford. Was a Researcher at Intel, and then interned at Bump Technologies. Co-founded Vizmo before co-founding Gusto in 2011.
Edward Kim
(Head of Technology & Co-Founder)Studied Electrical Engineering at Stanford. Was Senior Project Engineer at Volkswagen of America Electronics Research Lab and then co-founded Picwing before co-founding Gusto in 2011.
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