95K–120K USD / year
Expansion AE, Gusto Pro
SalesHybrid — Atlanta, GA, Denver, CO
Published on 2026-11-12
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About this role
Own a dedicated book of existing Gusto customers and grow expansion revenue through consultative, multi-product sales. Build pipeline proactively using customer signals, account data, and AI tools, and manage deals from prospecting through close.
About the company
Gusto is a digital platform that provides payroll, benefits, and human resource management solutions for small to medium-sized businesses. The company focuses on simplifying HR processes and ensuring compliance, while also offering tools for employee engagement and retirement planning.
The team
Expansion Sales
What you'll do
- Own a book of existing customers and serve as their primary contact for expansion sales
- Sell platform upgrades, add-ons, and retirement benefits
- Build and manage an expansion pipeline using customer signals and AI-assisted prospecting
- Own deals from prospecting and pitching through negotiation and close
- Prioritize accounts using health and usage data, and keep CRM and pipeline information current
- Use AI tools for research, preparation, account planning, and reporting
What we're looking for
- 3–4+ years in a high-volume, quota-carrying customer-facing sales role
- Experience driving expansion revenue within an existing book of business
- Skilled in consultative, value-based selling and deal management
- Strong sales acumen, account prioritization, and revenue forecasting skills
- Day-to-day experience integrating AI into research, prospecting, preparation, and pipeline management
Nice to have
- B2B SaaS sales experience
- Experience working with accountants
Benefits
- Equity in the form of RSUs