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Gusto

PEO Sales, Account Executive

Gusto

. Drive new PEO revenue by selling Gusto's co-employment solution to net-new prospects and existing customers .

Posted 11/4/2026full-timeUnited StatesMid-LevelSenior💰 $102,855 - $136,000 per yearWebsite

Core Competencies

Role fit
Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in driving PEO revenue through effective sales strategies, including prospecting, qualification, and closing. Possesses strong knowledge of PEO compliance, co-employment regulations, and the ability to integrate AI tools to enhance sales processes.

Highest-signal resume keywords
PEO Sales ExperienceSalesforce.com (SFDC) ProficiencyTrack Record of Exceeding Sales TargetsUnderstanding of Broker and GA Referral ChannelsFamiliarity with HCM Platforms

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills
Sales Cycle ManagementProspectingDiscoveryMulti-Stakeholder NavigationSales MethodologiesPipeline BuildingCompliance KnowledgeCo-Employment RegulationsBenefits AdministrationCustomer Conversion
Soft Skills
Excellent Interpersonal Skills
Tools & Technologies
Salesforce.comAI Tools for ProspectingBenefits Administration Tools
Industry Keywords
PEOHCMBenefitsSMB SaaSEmployment LawSales ForecastingReferral SourcesSales PipelineCustomer ExperienceSales Reporting

Tech Stack

Tools & technologies
SFDC

About the role

Key responsibilities & impact
  • Drive new PEO revenue by selling Gusto's co-employment solution to net-new prospects and existing customers
  • Report to the Head of PEO Sales and help prove out and scale the PEO sales motion
  • Own the full sales cycle from prospecting and qualification through discovery, demos, complex buying-group navigation, and closing
  • Sell to both net-new prospects and convert existing Gusto payroll customers to PEO
  • Guide prospects through co-employment, benefits, compliance, and moving onto a PEO
  • Build and maintain knowledge of PEO compliance, co-employment regulations, and applicable state and federal employment law
  • Plan around the Sept–Dec PEO selling window, building pipeline early for Jan 1 business
  • Partner with broker, GA, and accountant referral sources to develop pipeline
  • Maintain accurate Salesforce pipeline data and forecasts within established sales stages, routing, and reporting
  • Use AI tools for prospecting, call preparation, follow-up, and forecast hygiene
  • Share AI workflow insights and field feedback to improve tooling, playbooks, pipeline architecture, positioning, and customer experience
  • Collaborate with Marketing, Product, HR, Benefits, and the broader Sales organization

Requirements

What you’ll need
  • 4+ years in a closing sales role, ideally in PEO, HCM, or benefits
  • Direct PEO selling experience strongly preferred
  • Consistent, demonstrable track record of meeting and exceeding individual sales targets
  • Ability to own a deal end to end, including prospecting, discovery, multi-stakeholder navigation, and closing
  • Familiarity with PEO's Jan 1 selling cycle, Sept–Dec pipeline building, and renewal dynamics is a strong plus
  • Experience selling into or converting an existing customer base to a higher-tier or adjacent product is a plus
  • Understanding of broker, GA, and accountant referral channels in the PEO or benefits space
  • Strong working knowledge of inbound and outbound sales methodologies in SMB SaaS or HCM/PEO environments
  • Ability to work effectively across HR, Benefits, Product, and Marketing
  • Excellent interpersonal skills
  • Proven day-to-day experience integrating AI into writing, research, preparation, and summarization workflows, with a track record of providing useful feedback to improve tools and processes
  • Salesforce.com (SFDC) experience required
  • Familiarity with HCM platforms and benefits administration tools preferred

Benefits

Comp & perks
  • Competitive base pay
  • Health insurance
  • 401(k)s
  • Equity (RSUs)
  • Uncapped commission structure
  • AI tools and workflow support
  • Hybrid work arrangement with non-office days when approved
  • Reasonable accommodations for qualified individuals with disabilities and disabled veterans