Expansion Account Executive

Gusto, Inc.•Atlanta, GA

1d•Hybrid

About The Position

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. 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.

Requirements

3+ years in consultative sales or account management focused on expansion.
Proven success in a high‑velocity sales environment managing numerous customer interactions.
Proficiency in Salesforce and modern sales engagement tools.
Excellent communication, negotiation, and time‑management skills.
Proven, day-to-day experience integrating AI into how you work - across writing, research, prep, and summarization as a core part of your workflow, with a track record of giving clear, useful feedback that helps improve your tools and processes.

Responsibilities

Execute a multi‑touch outreach cadence (calls + emails) to connect with customers
Fast responsiveness to inbound opportunities combined with smart outbound prospecting into our customer base
Conduct at least 60 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.
Make approximately 60 dial attempts per day (targeting 6 quality connects; ~10 call attempts per connect).
Send personalized follow‑up emails per dial attempt/connect and leverage additional touchpoints as needed.
Conduct a minimum of 6 consultative calls each day—balancing inbound scheduled calls with targeted outbound efforts.
Update Salesforce with detailed call notes, track opportunities, and plan follow‑up actions.
Participate in daily huddles with your PE to review priorities and discuss top‑priority opportunities.
Collect insights from customer conversations to help refine outreach strategies and product messaging.
Contribute to achieving monthly incremental ARR targets of approximately $109,000