Enterprise Account Executive, Gusto
GustoPro
$205-285k
OTE
Salary varies by location; This OTE is structured with a target 50% base pay and 50% commission pay with an uncapped commission structure
Automated payroll, benefits & HR platform
Be an early applicant
Automated payroll, benefits & HR platform
1001+ employees
Be an early applicant
$205-285k
OTE
Salary varies by location; This OTE is structured with a target 50% base pay and 50% commission pay with an uncapped commission structure
1001+ employees
Company mission
To create a world where work empowers a better life.
Role
Who you are
- 8+ years total work experience in sales or customer success, with a strong focus on enterprise clients
- 5+ years of experience selling B2B SaaS products, ideally to accounting firms or related businesses
- A consistent track record of exceeding sales quotas and building long-term client relationships
- Experience and comfortable working quick sales cycles (60-90 days average)
- Deep understanding of the accounting firm landscape, including their business models, challenges, and technology needs
- Exceptional communication, presentation, and interpersonal skills – you're a closer!
- Empathic communication (especially listening) skills
- Strong analytical and problem-solving abilities – you're a strategic thinker
- Ability to quickly learn our product so you are credible with prospects
- Work collaboratively but autonomously: asking for what you need, but not expecting micromanagement
- Ability to thrive in a fast-paced, dynamic environment and embrace change
- Experience with CRM and Sales Software (e.g., Salesforce, ZoomInfo, Tableau)
- A "builder" mentality – excited to help us shape the future of enterprise sales at Gusto
What the job involves
- As an Enterprise Account Executive for GustoPro, you'll be a critical player in expanding Gusto's footprint within the accounting market
- This isn't just a sales job; it's an opportunity to shape our enterprise sales motion, working directly with our Head of Sales and Head of GustoPro Sales
- Your work will directly impact how accounting firms leverage technology to better serve their clients
- You'll engage with C-level executives, and senior payroll specialists at accounting firms with a focus on large regional and national players
- You'll act as a consultant, understanding their unique needs and demonstrating how GustoPro can address those needs, boost efficiency, and help accounting firms realize more value for their clients while delivering upside for them as a firm
- We're looking for a true "builder" – someone who's excited to wear multiple hats, design systems and processes, and run experiments
- Comfort with a dynamic environment and the ability to pivot when needed is essential
- Evangelize the Gusto Pro solution to prospective accounting firms to grow our market share and meet, and exceed monthly/quarterly sales targets
- Collaborate closely with Sales Leaders to build out and refine our enterprise sales process, with a focus on accelerating sales cycles and maximizing close rates
- Conduct compelling and persuasive product demos that showcase the value of GustoPro using data and insights, to resonate with accounting firm executives
- Cultivate deep, long-lasting relationships with key decision-makers within accounting firms, including partners, managers, and technology leaders
- Conduct thorough needs assessments to understand the specific challenges and pain points of each prospective firm, and tailor solutions accordingly
- Understand customer needs inside and out, and systematically bring detailed feedback to internal product team to help inform our roadmap and prioritize features
- Work closely with internal teams (marketing, product, customer success) to ensure a seamless onboarding and implementation experience for new clients
- Communicate and report to leadership on sales activity, pipeline progress, and market trends
- Travel 20-30% to meet with prospective partners
- This includes representing Gusto at Industry Events and Conferences
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 200,000 customers and a multi-billion dollar valuation. 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 will see it reach key profitability benchmarks. It continues to consolidate its platform, for example by integrating with OpenComp to grant its users access to the company's Compensation Intelligence Platform.
Steph
Company Specialist at Welcome to the Jungle
Insights
45% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
May 2022
$55m
SERIES E
Aug 2021
$175m
SERIES E
Total funding: $706.1m
Company benefits
- Comprehensive medical, dental, and vision benefits, plus a variety of mental health resources
- Flexible vacation - Gusties are encouraged to take the time off they need to continue doing great work
- Fertility treatments, parental leave, pregnancy termination, caregiving, gender-affirming surgery, hormone treatments, transgender-inclusive services, and more
- If you work at one of our homebases, enjoy food, drinks, and good conversation — on us
- Celebrate 5 or 10 years at Gusto and take a month off to recharge
- Take advantage of internet, phone, commuter, and wellness stipends each month, along with a WFH stipend and cash for anniversaries
Company values
- Embody a service mindset - Never stop advocating for the needs of others
- Dream big, then make it real - Be ambitious. Show and do, rather than tell and talk
- Be proud of the how - Ensure deep integrity in everything you do
- Embrace an ownership mentality - Take initiative to leave things better than you found them
- Debate then commit - Share openly, question respectfully, and once a decision is made, commit fully
Company HQ
Central Waterfront, San Francisco, CA
Articles
Leadership
Joshua Reeves
(CEO)Studied Electrical Engineering at Stanford and went onto co-found Gusto in 2011.
Tomer London
(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
(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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