Remote opportunity at
GustoExpansion AE, Gusto Pro
Gusto is looking for an Expansion AE, Gusto Pro to join its team on a remote basis. The company supports more than 500,000 small businesses nationwide…
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About This Role
Gusto is looking for an Expansion AE, Gusto Pro to join its team on a remote basis. The company supports more than 500,000 small businesses nationwide by providing platforms for payroll, health insurance, 401(k)s, and HR. In this position, you will oversee a designated account portfolio within the existing customer base, focusing on durable expansion revenue through multi-product sales. This role is designed for professionals who want to own outcomes…
Job Description
Gusto is looking for an Expansion AE, Gusto Pro to join its team on a remote basis. The company supports more than 500,000 small businesses nationwide by providing platforms for payroll, health insurance, 401(k)s, and HR. In this position, you will oversee a designated account portfolio within the existing customer base, focusing on durable expansion revenue through multi-product sales.
This role is designed for professionals who want to own outcomes from end to end, proactively building pipeline using account triggers, usage data, and artificial intelligence tools. You will handle complete sales cycles—including prospecting, pitching, negotiating, and closing—while maintaining clear CRM records and multi-threading relationships across accounts. Ideal candidates bring experience with high-volume, quota-carrying customer-facing sales and are comfortable integrating AI into their daily workflows for research and preparation.
The cash compensation range is established at $95,000 to $120,000 OTE in Denver and Atlanta, with final offers determined by factors such as location and prior expertise. Gusto provides competitive base compensation, benefits, and equity in the form of restricted stock units for full-time employees.
Responsibilities
- Manage a designated book of business as the primary point of contact for expansion selling
- Drive end-to-end multi-product sales, including tier upgrades, add-ons, and retirement benefits
- Carry and meet an expansion annual recurring revenue quota for your assigned portfolio
- Build expansion pipeline proactively utilizing triggers, propensity signals, and AI-assisted prospecting
- Execute the entire deal lifecycle from initial prospecting and pitching to negotiation and closing
- Maintain organized visibility across accounts, utilizing usage data and health metrics to prioritize outreach
- Keep CRM activities and pipeline data updated across the entire book of business
- Integrate artificial intelligence tools daily for research, account planning, preparation, and reporting
Requirements
- Three to four plus years of experience in a high-volume, quota-carrying customer-facing sales role, preferably within B2B SaaS
- Demonstrated history of driving expansion revenue inside an existing customer portfolio
- Proficiency in value-based, consultative selling with robust deal management and closing execution skills
- Strong business and sales acumen backed by analytical capabilities to prioritize accounts and forecast revenue
- Practical daily experience incorporating artificial intelligence into research, prospecting, preparation, and pipeline management workflows
Qualifications
- Prior experience working with accountants
Core Skills
Benefits
- Competitive base pay
- Comprehensive employee benefits
- Equity in the form of RSUs
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
What is the salary for the Expansion AE, Gusto Pro role?
The cash compensation range is $95,000 to $120,000 OTE in Denver and Atlanta. Final offer amounts depend on factors such as candidate location, experience, and expertise.
Is this position remote?
Yes, this role is listed with a remote status.
What background is required for this position?
Applicants need 3 to 4 plus years of experience in a high-volume, quota-carrying customer-facing sales role, preferably in B2B SaaS, with a focus on book-based expansion rather than net-new acquisition.
What benefits are included?
All full-time employees receive competitive base pay, benefits, and equity in the form of RSUs.
Sample Interview Questions
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