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Gusto

Expansion Account Executive

Gusto

. Drive expansion revenue through inbound and outbound customer outreach .

Posted 9/29/2026full-timeUnited StatesMid-LevelSenior💰 $95,000 - $120,000 per yearWebsite

Core Competencies

Role fit
Core Competencies

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Demonstrates expertise in consultative sales and account management, with a strong focus on driving expansion revenue through effective customer outreach and collaboration. Proficient in utilizing Salesforce and AI-powered tools to optimize sales processes and achieve monthly ARR targets.

Highest-signal resume keywords
Consultative Sales ExperienceSalesforce ProficiencyAI Integration SkillsHigh-Velocity Sales SuccessExcellent Communication Skills

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills
Consultative SalesAccount ManagementUpsellingCross-SellingSalesforceAI IntegrationSales Engagement ToolsCustomer OutreachData AnalysisRevenue Growth
Soft Skills
CommunicationNegotiationTime ManagementCollaborationFeedback Delivery
Tools & Technologies
SalesforceAI-Powered WorkflowsSales Engagement Tools
Industry Keywords
Expansion RevenueCustomer InsightsConsultative CallsIncremental ARR TargetsOutbound Outreach

About the role

Key responsibilities & impact
  • Drive expansion revenue through inbound and outbound customer outreach
  • Execute multi-touch call and email outreach cadences
  • Conduct at least 6 consultative calls daily to identify upsell and cross-sell opportunities
  • Prospect within Gusto’s existing customer base
  • Demonstrate additional product value using knowledge of the People Platform
  • Update Salesforce with detailed notes and track opportunities
  • Collaborate with Sales, Product, and Marketing to optimize messaging
  • Own and achieve a monthly ARR quota through upsells and cross-sells
  • Use AI-powered workflows daily and provide feedback to improve tools and processes
  • Make approximately 60 dial attempts per day and send personalized follow-up emails
  • Participate in daily huddles with the PE to review priorities and top-priority opportunities
  • Collect customer insights to refine outreach strategies and product messaging
  • Contribute to approximately $109,000 in monthly incremental ARR targets

Requirements

What you’ll need
  • 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 work across writing, research, preparation, and summarization
  • Track record of giving clear, useful feedback that helps improve tools and processes
  • Ability to work from an approved location with a secure, reliable, and consistent internet connection
  • AI fluency relevant to the role, assessed during the interview process

Benefits

Comp & perks
  • Competitive base pay
  • Health insurance
  • 401(k)
  • Equity (RSUs)
  • Hybrid work arrangement
  • Secure, reliable, and consistent internet connection required when working outside a Gusto office
  • Reasonable accommodations for qualified individuals with disabilities and disabled veterans