Senior Account Executive (Gusto Pro - Accountant Partnerships)

As a Senior Account Executive at Gusto focusing on Accountant Partnerships, your primary responsibilities include owning the sales cycle from lead generation to closing, engaging with accounting firms to uncover their needs, and presenting Gusto’s value proposition. You’ll also drive the adoption of Gusto Pro among accountants, ensure successful client onboarding, and maintain a disciplined sales approach to exceed monthly and quarterly revenue targets.

To apply for the Senior Account Executive role at Gusto, candidates typically need at least 8 years of experience in new business sales, preferably within the payroll, HCM, or HR technology sectors, focusing on accounting firms. A Bachelor's Degree is also preferred, and a strong understanding of the payroll and HR tech industry is essential for success in this position.

Candidates for the Senior Account Executive position at Gusto should have a proven track record of success in new business acquisition, specifically with a focus on selling to accounting firms and financial professionals. Strong experience in solution-based selling and consultative sales is crucial, as well as proficiency in utilizing sales tools like Salesforce and LinkedIn Sales Navigator.

Gusto prides itself on fostering a collaborative and inclusive culture where employees can thrive. As a Senior Account Executive, you will find a supportive environment that values diverse backgrounds and encourages growth. The focus on teamwork means you’ll work closely with marketing, product, and customer success teams to ensure a smooth partner activation experience while contributing to a mission-driven organization that cares deeply about empowering small businesses.

The cash compensation range for the Senior Account Executive role at Gusto is between $109,000 OTE and $126,000 OTE per year for candidates based in Denver. Actual compensation may vary depending on several factors, including your experience, expertise, and candidate location. Gusto aims to offer competitive salaries to attract top sales talent.

In interviews, emphasize how you've used a consultative sales approach to understand clients’ needs and tailor solutions accordingly. Provide specific examples of how your consultative skills resulted in increased client satisfaction or sales, highlighting your ability to adapt your communication style to suit the client's perspective.

Talk about your structured methodology for prospecting, such as identifying ideal customer profiles, leveraging LinkedIn to connect with decision-makers, and using targeted outreach strategies. Share successful tactics you’ve deployed in previous roles and any tools that have enhanced your prospecting efforts.

Discuss your disciplined approach to maintaining a robust sales pipeline, as well as the importance of setting incremental goals and tracking your progress. Illustrate how you prioritize high-potential leads and adapt your strategy based on market feedback and sales performance metrics.

Share a succinct story detailing a partnership you developed, focusing on how you identified the firm's needs, the solutions you provided, and the results of that relationship. Highlight key learnings from this experience and how they can apply to Gusto’s mission.

Emphasize your ability to tailor presentations to the audience, using clear and relatable examples that highlight Gusto’s unique value propositions. Share techniques for making complex information accessible and relatable to accounting professionals, ensuring they see the immediate benefits of integration.

Discuss your familiarity with tools like Salesforce for CRM management, LinkedIn Sales Navigator for prospecting, and other modern sales technologies that increase efficiency. Highlight any specific successes achieved by utilizing these technologies effectively in past roles.

Talk about your approach to listening actively and empathizing with potential partners' concerns. Frame your responses in terms of how Gusto's solutions address these objections, and share specific examples of how you turned objections into opportunities.

Provide an example where market conditions or client needs shifted unexpectedly, detailing how you adjusted your approach. Focus on the skills you used to analyze these changes and your proactive efforts to align strategies with new information.

Share insights on essential traits such as resilience, adaptability, and exceptional communication skills. Illustrate with examples how these traits have positively impacted your sales career and led to successful client relationships.

Discuss your perspective on collaboration and teamwork, emphasizing ways you've worked effectively with marketing, product, and customer success teams. Highlight the value of shared objectives and cohesive communication in achieving common goals.