Expansion Sales Account Executive

Summary

Join Gusto as an Expansion Sales Account Executive and become a platform advisor, driving expansion revenue through inbound and outbound customer engagement. You will use a structured, multi-touch cadence to secure quality connections and generate incremental ARR growth. Key responsibilities include executing a multi-touch outreach cadence, responding to inbound opportunities, conducting consultative calls to uncover upsell and cross-sell opportunities, leveraging product knowledge, updating Salesforce, and collaborating with cross-functional teams. The role requires 3+ years in consultative sales or account management focused on expansion, proven success in a high-velocity sales environment, proficiency in Salesforce and sales engagement tools, and excellent communication and time-management skills. The position offers a competitive cash compensation range and the opportunity to contribute to monthly incremental ARR targets. Gusto provides a collaborative and inclusive workplace, with options for remote work.

Requirements

• 3+ years in consultative sales or account management focused on expansion
• Proven success in a high‑velocity sales environment managing numerous customer interactions
• Proficiency in Salesforce and modern sales engagement tools
• Excellent communication, negotiation, and time‑management skills

Responsibilities

• Execute a multi-touch outreach cadence (calls + emails) to connect with customers
• Fast responsiveness to inbound opportunities combined with smart outbound prospecting into our customer base
• Conduct at least 60 consultative calls daily to uncover upsell and cross‑sell opportunities
• Leverage your deep knowledge of the People Platform to demonstrate additional product value
• Update Salesforce with detailed notes and collaborate with cross‑functional teams (Sales, Product, Marketing) to optimize messaging
• Ownership of a monthly ARR quota achieved via upsell and cross-sells
• Make approximately 60 dial attempts per day (targeting 6 quality connects; ~10 call attempts per connect)
• Send personalized follow‑up emails per dial attempt/connect and leverage additional touchpoints as needed
• Conduct a minimum of 6 consultative calls each day—balancing inbound scheduled calls with targeted outbound efforts
• Update Salesforce with detailed call notes, track opportunities, and plan follow‑up actions
• Participate in daily huddles with your PE to review priorities and discuss top‑priority opportunities
• Collect insights from customer conversations to help refine outreach strategies and product messaging
• Contribute to achieving monthly incremental ARR targets of approximately $42,000 (based on 120 quality connects per month at an average of ~$350 each)

Benefits

• Our cash compensation range for this role is $82,000 to $120,000 OTE in Denver, Atlanta, Phoenix, Chicago and most remote locations
• Remote locations will vary based on our geographical pay approach
• Final offer amounts are determined by multiple factors, including candidate location, experience and expertise, and may vary from the amounts listed above
• 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)
• The same office expectations apply to all Symmetry roles, Gusto's subsidiary, whose physical office is in Scottsdale
• When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required