Expansion Account Executive
Drive expansion revenue as an Account Executive at Gusto, engaging customers through inbound and outbound outreach.
Posted by employer 2 months ago
First seen on Joblaze 2 months ago
Last verified on the company career page 7 hours ago
AI in the day-to-day
Use AI-powered workflows as a core part of how you sell.
Requirements
- Experience
- 3+ years
Not disclosed in this posting: visa sponsorship.
Benefits
Joblaze summary
The Expansion Account Executive at Gusto focuses on driving revenue growth by engaging with existing customers through a structured outreach strategy that includes both inbound and outbound efforts. This role requires proficiency in Salesforce and modern sales tools, along with a strong background in consultative sales, ideally with over three years of experience. It suits individuals who thrive in high-velocity environments and are adept at integrating AI into their sales processes. Gusto's Platform Sales team emphasizes proactive customer engagement to enhance product adoption and lifetime value.
Joblaze insights
- Listed about 2 months ago — first seen on Joblaze August 6, 2026. Last confirmed on Gusto's careers page October 12, 2026.
- Salary band is below the typical range for Sales/Marketing roles (median ~$140,000).
- Starts above 31% of 721 comparable mid sales/marketing roles in United States we track (median $115,000 across 180 companies).
Quick facts
- Is the Expansion Account Executive role remote?
- It's hybrid — Gusto expects some on-site time in Atlanta, GA - Hybrid; Denver, CO - Hybrid; Scottsdale, AZ - Hybrid.
- What's the salary range?
- Gusto lists $95,000–$120,000 for this role.
- How much experience is required?
- At least 3 years of relevant experience for this Expansion Account Executive role.
- Where is the role based?
- Gusto is hiring for this position in Atlanta, GA - Hybrid; Denver, CO - Hybrid; Scottsdale, AZ - Hybrid.
- What seniority level is this role?
- Gusto targets mid-level candidates for this position.
- Is this full-time or contract?
- Full-time for this Expansion Account Executive role at Gusto.
From the original posting
About Gusto
About the Role:
As a Expansion Sales Account Executive at Gusto, you will be a platform advisor to drive expansion revenue by engaging customers through both inbound and outbound outreach. Using a structured, multi‑touch cadence, you will secure quality connects and generate incremental ARR growth.
Key Responsibilities:
- Execute a multi‑touch outreach cadence (calls + emails) to connect with customers
- Smart outbound prospecting into our customer base
- Conduct at least 6 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
- Use AI-powered workflows as a core part of how you sell: running assigned tools daily, surfacing friction and inefficiencies as you find them, and collaborating with your team to influence what gets built or improved next.
About the Team:
The Platform Sales team is dedicated to supporting our existing customers as their businesses evolve, ensuring their needs are met at every stage of growth. Through proactive outreach during key lifecycle moments, we drive greater product adoption, enhance customer engagement, and extend customer lifetime value with Gusto.
Here’s what you’ll do day-to-day:
- Daily Outreach:
- 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.
- Consultative Engagement:
- Conduct a minimum of 6 consultative calls each day—balancing inbound scheduled calls with targeted outbound efforts.
- Pipeline & Collaboration:
- 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.
- Feedback:
- Collect insights from customer conversations to help refine outreach strategies and product messaging.
- Results
- Contribute to achieving monthly incremental ARR targets of approximately $109,000
Here’s what we're looking for:
- 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.
- Proven, day-to-day experience integrating AI into how you work - across writing, research, prep, and summarization as a core part of your workflow, with a track record of giving clear, useful feedback that helps improve your tools and processes.
Our cash compensation range for this role is $95,000 to $120,000 OTE in Denver, Atlanta & Phoenix. 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.
At Gusto, we don't use titles the traditional way, as a signal of rank or hierarchy. Instead, our titles describe two things at once — your craft (what you do, e.g. Engineering, Design) and your scope of ownership (what you're accountable for) — which is why you'll see something like "Head of X" instead of a rank word like "Director" that tells you neither. Because of this, the title on this posting may look different from what you'd expect based on the scope and seniority of the role, and from how similar roles are typically titled elsewhere. If you have questions about how this role compares to your current title or level, your recruiter can help translate.
Standard company text repeated across Gusto's postings is omitted here.