About the position
As an Enterprise Account Executive for GustoPro, you'll be a critical player in expanding Gusto's footprint within the accounting market. This isn't just a sales job; it's an opportunity to shape our enterprise sales motion, working directly with our Head of Sales and Head of GustoPro Sales. Your work will directly impact how accounting firms leverage technology to better serve their clients. You'll engage with C-level executives, and senior payroll specialists at accounting firms with a focus on large regional and national players. You'll act as a consultant, understanding their unique needs and demonstrating how GustoPro can address those needs, boost efficiency, and help accounting firms realize more value for their clients while delivering upside for them as a firm. We're looking for a true "builder" – someone who's excited to wear multiple hats, design systems and processes, and run experiments. Comfort with a dynamic environment and the ability to pivot when needed is essential.
Responsibilities
- Evangelize the Gusto Pro solution to prospective accounting firms to grow our market share and meet, and exceed monthly/quarterly sales targets.
- Collaborate closely with Sales Leaders to build out and refine our enterprise sales process, with a focus on accelerating sales cycles and maximizing close rates.
- Conduct compelling and persuasive product demos that showcase the value of GustoPro using data and insights, to resonate with accounting firm executives.
- Cultivate deep, long-lasting relationships with key decision-makers within accounting firms, including partners, managers, and technology leaders.
- Conduct thorough needs assessments to understand the specific challenges and pain points of each prospective firm, and tailor solutions accordingly.
- Understand customer needs inside and out, and systematically bring detailed feedback to internal product team to help inform our roadmap and prioritize features.
- Work closely with internal teams (marketing, product, customer success) to ensure a seamless onboarding and implementation experience for new clients.
- Communicate and report to leadership on sales activity, pipeline progress, and market trends.
- Travel 20-30% to meet with prospective partners. This includes representing Gusto at Industry Events and Conferences.
Requirements
- 8+ years total work experience in sales or customer success, with a strong focus on enterprise clients.
- 5+ years of experience selling B2B SaaS products, ideally to accounting firms or related businesses.
- A consistent track record of exceeding sales quotas and building long-term client relationships.
- Experience and comfortable working quick sales cycles (60-90 days average).
- Deep understanding of the accounting firm landscape, including their business models, challenges, and technology needs.
- Exceptional communication, presentation, and interpersonal skills – you're a closer!
- Empathic communication (especially listening) skills.
- Strong analytical and problem-solving abilities – you're a strategic thinker.
- Ability to quickly learn our product so you are credible with prospects.
- Work collaboratively but autonomously: asking for what you need, but not expecting micromanagement.
- Ability to thrive in a fast-paced, dynamic environment and embrace change.
- Experience with CRM and Sales Software (e.g., Salesforce, ZoomInfo, Tableau).
- A "builder" mentality – excited to help us shape the future of enterprise sales at Gusto.
Benefits
- Target on-target earnings (OTE) compensation for this role is $205,000/yr to $242,000/yr in Denver & most remote locations, and $242,000/yr to $285,000/yr for San Francisco & New York.
- This OTE is structured with a target 50% base pay and 50% commission pay with an uncapped commission structure.
- Final offer amounts and the exact base/commission split are determined by multiple factors including candidate location, experience, and expertise.
