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.

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.

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).

Expansion Account Executive

Responsibilities

Benefits

Company

Gusto

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