Enterprise Account Executive

Summary

Join Gusto as an Enterprise Account Executive for Gusto Embedded Payroll and play a key role in our transition to a platform provider. You will engage with executive teams at leading technology companies, evaluating, negotiating, and offering our embedded payroll solution. This involves managing accounts, assessing opportunities, leading deal execution, and reporting to leadership. The ideal candidate possesses extensive experience in strategic partnerships, business development, or enterprise sales, along with a proven track record of success in complex deals. You will be comfortable in a fast-paced environment and enjoy working with a rapidly evolving product in a large market. Gusto offers a competitive compensation package and various benefits.

Requirements

• 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

Responsibilities

• 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

Benefits

• Our on-target earnings (OTE) compensation for this role is $154,000/yr to $230,000/yr in Denver & most remote locations, and $187,000/yr to $270,000/yr for San Francisco & New York. OTE Split for this role is 70% base pay + 30% commission pay with an uncapped commission structure
• Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role)
• When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required