SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Salary: USD 95,000 - 120,000 / annual
Gusto is seeking an Expansion Account Executive to drive incremental revenue growth from existing customers through consultative upsell and cross-sell opportunities. You'll be a platform advisor working with small business owners, executing a structured multi-touch outreach cadence combining inbound responsiveness with targeted outbound prospecting.
Day-to-day responsibilities include making approximately 60 dial attempts daily (targeting 6 quality connects), conducting a minimum of 6 consultative calls per day, and sending personalized follow-up emails. You'll leverage deep knowledge of Gusto's People Platform (payroll, health insurance, 401(k)s, HR) to uncover and demonstrate additional product value. You'll maintain detailed Salesforce records, participate in daily huddles with your peer group, and collect customer insights to refine outreach strategies.
The role carries ownership of a monthly ARR quota of approximately $109,000 achieved via expansion deals. You'll actively integrate AI-powered workflows into your selling process—using assigned tools daily, surfacing friction points, and collaborating with cross-functional teams (Sales, Product, Marketing) to influence product improvements.
Gusto supports over 500,000 small businesses nationwide with teams in Denver, San Francisco, and New York. The company offers competitive base pay, benefits, and equity (RSUs) to all full-time employees. AI fluency is expected across the organization, and you'll be assessed on your ability to integrate AI tools into your workflow during the interview process.
Required qualifications: 3+ years in consultative sales or account management with expansion focus; proven success in high-velocity sales environments; proficiency in Salesforce and modern sales engagement tools; excellent communication, negotiation, and time-management skills; and demonstrated day-to-day experience integrating AI into work (writing, research, prep, summarization) with a track record of providing clear, useful feedback to improve tools and processes.
