New Expansion Sales Consultant, Gusto
$89-116k
OTE
Automated payroll, benefits & HR platform
Be an early applicant
Automated payroll, benefits & HR platform
1001+ employees
Be an early applicant
$89-116k
OTE
1001+ employees
Company mission
To grow the small business economy.
Role
Who you are
- 3+ years in an Account Executive, Consultative Sales, or Customer Success role. Ideally in SMB tech or SaaS
- Demonstrated success in a KPI driven environment with experience in upselling, cross selling, or owning a quota
- Proven ability to drive adoption, manage a book of business, and influence long-term customer success
- Excellent communication, problem solving, and relationship building skills
- Proficiency in Salesforce and experience with multi-touch outreach tools and strategies
- Deep passion for helping small businesses thrive
- Comfortable using AI tools and automation to enhance productivity, decision-making, and problem-solving
Desirable
- Familiarity with sales methodologies like Richardson or Challenger
- Experience in HR, Payroll, or FinTech
- An entrepreneurial mindset with a bias for action
What the job involves
- As a New Expansion Sales Consultant at Gusto, you’ll play a critical role in guiding newly signed customers through their first 120 days; ensuring rapid activation, strong product adoption, and early identification of upsell opportunities
- This hybrid role blends onboarding, consultative sales, and customer success to drive long-term value for Gusto's SMB customers
- Own the early customer journey by driving product activation and onboarding success within the first 120 days
- Execute a structured multi-touch outreach cadence (up to 10 call attempts + email follow-ups) to achieve 6 quality connections per day
- Deliver high-impact product consultations to educate, upsell, or accelerate adoption based on customer needs
- Hit key daily metrics including 60+ calls, 2 demos, and timely follow-ups across your book of business
- Maintain accurate records in Salesforce to track activation milestones and opportunities
- Collaborate cross-functionally with support, success, and product teams to continually improve the onboarding experience
- Our team may be small, but we’re a mighty group of sales professionals united by a deep passion for consultative selling. The New Expansion Sales Team is dedicated to solving problems for small businesses; whether they’re returning to Gusto or navigating their first 120 days as new customers
- We operate with shared goals, a resilient and supportive culture, and company leadership that prioritizes doing sales the right way
- Daily Outreach:
- Make around 60 dial attempts per day (targeting 6 quality connects using ~10 attempts per connect)
- Follow up each connect with personalized emails
- Customer Activation & Education:
- Conduct a minimum of 6 consultative connects daily with new customers
- Educate customers on how to leverage the Gusto to meet their business needs
- Identify early indicators of potential expansion opportunities
- Collaboration:
- Update Salesforce with customer progress details and next steps
- Participate in daily huddles with your PE to align on new customer statuses and outreach priorities
- Work closely with Product, Support, and Sales teams to resolve any adoption challenges
- Results
- Help drive monthly incremental ARR targets of approximately $65,000 (based on 120 connects per month at an average of ~$250 each)
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 three co-founders of Gusto – all coming from small business backgrounds – collaborated on a Fintech company 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 its position in a competitive market, including two other fintech startups, Ardius and Symmetry.
Through its continued acquisitions and fundraising efforts, the company has carved out a strong position for itself in the space. Although Gusto has found itself impacted by the macroeconomic situation, through the significant effect it has had on its clientele, the company still appears positive for the future after raising funds in 2023 that has seen it reach key profitability benchmarks. It continues to expand its platform, most recently partnering with Parafin to launch a payroll line of credit for small businesses. With a growing suite of services and a clear focus on supporting small businesses through changing economic conditions, Gusto looks set to sustain its momentum and further strengthen its position in the HR and payroll technology market.
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
- Health and Wellbeing: 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.
- Time Away: It's important to take time away for yourself or to take care of your family. Gusto offers paid vacation, sick time, bereavement, and holidays, paid leaves, sabbatical, and more!
- Free meals and refreshments: If you work at one of our offices, enjoy food, drinks, and snacks— on us. Conversation and community is an added bonus!
- Perks:
Company HQ
Central Waterfront, San Francisco, CA
Leadership
Joshua Reeves
(Co-Founder & CEO)Studied Electrical Engineering at Stanford and went onto co-found Gusto in 2011.
Tomer London
(Co-Founder & CPO)Has a PhD in Electrical Engineering from Stanford. Was a Researcher at Intel, and then interned at Bump Technologies. Co-founded Vizmo, a mobile self-service technologies company, in 2008. Co-founded Gusto in 2011.
Edward Kim
(Co-Founder & Head of Engineering)Studied Electrical Engineering at Stanford. Was Senior Project Engineer at Volkswagen of America Electronics Research Lab and then co-founded Picwing, a printed photos company, in 2008. Co-founded Gusto in 2011.
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