Enterprise Account Executive

Summary

Join Gusto as an Enterprise Account Executive for GustoPro and play a key role in expanding our presence in the accounting market. This isn't just a sales position; it's a chance to shape our enterprise sales strategy, working closely with senior leadership. You will engage with C-level executives and senior payroll specialists at large accounting firms, acting as a consultant to understand their needs and demonstrate how GustoPro can help them. You will be responsible for meeting and exceeding sales targets, collaborating on sales process improvements, conducting product demos, and building strong client relationships. The role requires significant experience in enterprise sales and a deep understanding of the accounting industry. This is an opportunity to be a builder, shaping the future of enterprise sales at Gusto.

Requirements

• 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)

Responsibilities

• 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

Preferred Qualifications

A "builder" mentality – excited to help us shape the future of enterprise sales at Gusto

Benefits

• Our target on-target earnings (OTE) compensation for this role is $205,000/yr to $242,000/yr in Denver & most remote locations, and $242,000/yr to $285,000/yr for San Francisco & New York
• This OTE is structured with a target 50% base pay and 50% 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