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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in consultative sales processes for 401(k) and retirement plans, leveraging AI tools to enhance customer engagement and streamline workflows. Proven ability to manage high-volume sales cycles and collaborate with cross-functional teams to ensure compliance and successful plan transitions.
Highest-signal resume keywords
401(K) Sales ExperienceOutbound ProspectingSalesforce CRM ProficiencyConsultative SellingAI Tool Utilization
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Process ManagementPlan Design KnowledgeCompliance UnderstandingPipeline ManagementCustomer Education
Soft Skills
Strong CommunicationOrganizational SkillsTime ManagementLearner's MindsetMotivation
Tools & Technologies
SalesforceAI-Enabled ToolsSales Engagement Tools
Industry Keywords
SaaSFintechFinancial ServicesRetirement PlansBenefits Sales
About the role
Key responsibilities & impact- Support small and mid-sized businesses with adopting, expanding, and converting 401(k) and retirement plans
- Act as a consultative retirement advisor through inbound opportunities and targeted outbound outreach
- Lead structured, compliant sales conversations and guide customers toward closure using defined workflows and AI-enabled tools
- Manage consultative inbound retirement opportunities and targeted outbound outreach into high-propensity customer segments
- Execute structured, insight-led outbound motions tailored to company maturity, payroll signals, benefits footprint, and prior engagement history
- Own high-volume SMB retirement sales cycles from discovery through close, including moderately complex mid-size customer deals
- Own the end-to-end sales process through plan adoption and Plan Sponsor authorization
- Use AI-powered tools to prioritize opportunities, personalize follow-ups, and reduce administrative work
- Conduct daily consultative retirement conversations about hiring, retention, tax strategy, and compliance
- Educate customers on 401(k) basics, plan design, pricing, employer match considerations, and conversion timelines
- Articulate the value of Gusto’s retirement solution
- Support customers migrating existing 401(k) plans from external providers to Gusto
- Review plan documentation, contracts, and service agreements
- Collaborate with Legal, Compliance, and Retirement Operations on compliant switcher strategies
- Guide customers through the end-to-end plan switcher process and ensure seamless transitions
- Maintain the retirement sales pipeline in Salesforce with accurate notes, opportunity updates, and follow-up tasks
- Keep pipeline stages and close dates updated to support forecasting accuracy
- Partner with Retirement Product, Marketing, Operations, and Compliance on deal handoff and onboarding
- Capture customer questions, objections, and competitive insights
- Share feedback with leadership and cross-functional partners
- Own and work toward a monthly ARR quota
- Participate in daily team huddles and 1:1s
- Seek coaching and apply feedback to improve discovery, objection handling, and close rates
- Share learnings, talk tracks, and wins with the team
Requirements
What you’ll need- 2-4 years of quota-carrying sales experience as an Account Executive, Account Manager, or similar role
- Prior experience with outbound prospecting, including calls and email-based outreach
- Experience in SaaS, benefits, fintech, or financial services preferred
- Interest in or exposure to 401(k), retirement, or benefits sales is a plus
- Familiarity with Salesforce CRM and sales engagement tools
- Strong communication, organization, and time-management skills
- Learner's mindset with a deep commitment to continued growth and development
- Motivation to thrive in a fast-paced, metrics-driven role while helping small businesses support their employees’ financial futures
- Active engagement with AI tools relevant to the role and continued development of AI fluency
- Employees based in Denver, San Francisco, and New York City are expected to work from the office approximately 2-3 days per week or more depending on role
Benefits
Comp & perks- Competitive base pay
- Benefits
- Equity (RSUs)
- Secure, reliable, and consistent internet connection required when approved to work from a non-office location