Expansion Account Executive
Gusto is a payroll and HR platform that helps small businesses pay domestic and international employees, manage benefits, and automate compliance.
Maintainer signals as of 8/14/2026
Projects
About Gusto
Gusto serves small and mid-sized businesses with payroll processing, employee benefits administration, and HR tools in one platform. Users can run payroll, manage health insurance, hire globally, and pay international contractors in local currency or USDC stablecoins. The platform automates payroll tax filings across multiple states and integrates with tools like QuickBooks and Xero.
Skills
Candidate Availability
Required and preferred rules are kept separate and reflect the wording in the original posting.
About the Role
You drive expansion revenue through inbound and outbound customer outreach. You conduct consultative calls, identify upsell and cross-sell opportunities, demonstrate product value, maintain Salesforce records, collaborate across functions, achieve ARR targets, and use AI-powered sales workflows.
Requirements
- 3+ years of consultative sales or expansion-focused account management experience
- Success in a high-velocity sales environment
- Proficiency in Salesforce and sales engagement tools
- Communication
- Negotiation
- Time management
- Experience integrating AI into writing, research, preparation, and summarization workflows
Responsibilities
- Execute multi-touch calls and email outreach
- Respond to inbound opportunities and prospect within the customer base
- Conduct consultative calls to identify upsell and cross-sell opportunities
- Demonstrate additional product value
- Update Salesforce with detailed notes
- Collaborate with Sales, Product, and Marketing teams
- Achieve monthly ARR quotas
- Use AI-powered workflows in daily sales activities
Benefits
- Benefits
- Equity (RSUs)
