Gusto Expansion AE owns a dedicated book of business within Gusto's existing customer base to drive expansion revenue through multi-product selling. Uses AI and signals to proactively build pipeline and manage deals end to end.
Responsibilities
As an Expansion AE, you'll own a dedicated book of business within Gusto's existing customer base, driving durable expansion revenue through end-to-end, multi-product selling. You'll use signals and AI to prioritize who to reach next, build pipeline proactively rather than waiting on inbound, and hold yourself to a genuinely high performance bar as someone who owns outcomes end to end.
Expansion Sales grows revenue within Gusto's existing customer base rather than chasing net-new logos. In this role you'll own a defined set of accounts over time and build multi-product relationships with them. Depending on your segment you'll land in one of several book-based pods, each with its own account profile and cross-functional partners. The core of the job stays the same across all of them: you own the book and you own the expansion motion within it.
Here's what you'll do day-to-day:
Customer Ownership & Expansion
Own a dedicated book of business within your segment, serving as the primary point of contact for expansion selling into that book.
Sell end-to-end across the platform, such as tier upgrades, add-ons, and retirement benefits, building multi-product relationships over time rather than one-off transactions.
Multi-thread relationships beyond a single champion and stay ahead of new customer needs as your book evolves.
Revenue Growth & Expansion
Carry an expansion ARR quota for your book.
Build and own your expansion pipeline proactively, using triggers, propensity signals, and AI-assisted prospecting rather than waiting on inbound requests.
Adopt a value-based, consultative selling approach, building the case for expansion around each customer's needs.
Own the deal end to end: prospecting, pitching, negotiating, and closing within your book.
