Enterprise Account Executive, Gusto
Embedded Payroll Partnerships
$154-270k
OTE
Salary is dependent on location
Travel 20-30%
Automated payroll, benefits & HR platform
Open for applications
Automated payroll, benefits & HR platform
1001+ employees
Open for applications
$154-270k
OTE
Salary is dependent on location
Travel 20-30%
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
- 5+ years of experience working with B2B API based products through strategic partnerships, business development, or complex enterprise sales operating as either as Business Development Manager, Partnerships Manager, or Account Executive
- Proven track record of working with complex deals that require frequent customization and collaboration with a product and/or engineering team
- Experience with 12+ month long deal cycles, identifying decision makers & conducting in-person discussions, negotiations, and closings
- Analytical ability to drive strong commercial outcomes for both Gusto and our partners
- Expertise developing business cases, financial analysis and modeling, and familiarity of partnerships legal agreements
- Strong internal and external communication abilities, and interpersonal skills
- Comfort with a fast-paced environment and changing requirements
What the job involves
- As an Enterprise Account Executive for Gusto Embedded Payroll, your work will be foundational to Gusto’s transition from an application company to a platform provider
- Your work will connect people in ways that ensure partners can successfully understand, build, and own a payroll product
- Manage and nurture a category of accounts from prospect to close
- Evaluate and assess the strategic and economic impact of potential opportunities with prospective partners
- Lead all aspects of deal execution from: identifying and developing accounts, meeting with partners, business case development, to deal structuring, negotiating contracts, and closing
- Communicate and report to leadership the forecast of future deals, business impact, communicate strategy and resolve prospect questions and issues during the deal process
- Educate partners on the Gusto value proposition for their clients through presentations and demos
- Collaborate with internal teams to assist in explaining the vision of embedded payroll to prospects
- Travel 20-30% to meet with prospective partners
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
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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