Account Executive, Expansion Sales

As an Account Executive for Expansion Sales at Gusto, your main responsibilities include executing a structured outreach strategy to connect with existing customers, conducting consultative calls to uncover upsell and cross-sell opportunities, and collaborating with cross-functional teams. Additionally, you'll be responsible for updating Salesforce to reflect customer interactions and working towards achieving your monthly ARR quota.

To qualify for the Account Executive role at Gusto, you need at least three years of experience in consultative sales or account management, especially focusing on expansion. You should possess excellent communication, negotiation, and time-management skills, along with proficiency in Salesforce and sales engagement tools to effectively manage customer relationships.

The cash compensation range for the Account Executive position at Gusto typically falls between $82,000 and $120,000 OTE for positions based in Denver and similar remote locations. The final offer will depend on factors like location, relevant experience, and specific expertise.

Gusto fosters a collaborative and inclusive workplace culture. Depending on your location, employees based in Denver, San Francisco, or New York City are expected to work from the office on designated days while encouraging remote work flexibility. The company values diversity, promoting a strong community from various backgrounds.

At Gusto, we are committed to the professional development of our employees. As an Account Executive focusing on expansion sales, you’ll have opportunities to grow your skills through training, collaborative projects, and mentorship. The supportive structure here allows you to explore different pathways for advancement within the organization.

In a consultative sales role, it's crucial to build relationships with customers by understanding their needs first. By asking insightful questions, I identify pain points and align our solutions to demonstrate how Gusto can add value to their business operations.

Successful upselling requires a deep understanding of the customer’s existing products and how our additional offerings can enhance their experience. I ensure I articulate the benefits clearly during our conversations and provide tailored solutions to meet their specific needs.

I prioritize customer interactions based on urgency and potential impact. I assess existing relationships and revenue opportunities, ensuring I allocate time strategically to maximize my outreach efforts, especially for high-potential accounts.

Handling objections effectively is key in sales. I listen actively to concerns and validate them, providing evidence or testimonials that address their issues while pivoting the conversation back to the value Gusto brings to their overall goals.

I've used Salesforce extensively to track leads, manage customer interactions, and blog outreach efforts. I believe maintaining detailed notes helps facilitate informed discussions and follow-ups, ensuring that each customer's journey is logged correctly.

Certainly! I once led a campaign focused on re-engaging dormant accounts, which required thorough research to understand their previous usage of our services. By tailoring our communications and offering promotional incentives, we reactivated several accounts, resulting in a significant revenue boost.

I implement a disciplined approach by setting daily, weekly, and monthly goals for outreach and follow-ups while tracking my progress regularly. I also adjust my strategy based on performance analytics to target higher-converting opportunities effectively.

Teamwork is fundamental in my sales approach; I collaborate closely with marketing and product teams to ensure we have coherent messaging and resources. This synchronization enables me to better serve customers and deliver meaningful insights back to our teams.

Staying updated on industry trends is essential. I regularly engage with industry publications, attend webinars, and network with peers. This knowledge helps me have more informed conversations with customers about how Gusto can meet their evolving needs.

I’m excited about the opportunity to make a real impact on small businesses. Gusto's platform is designed to empower teams, and I love that I will be helping clients leverage our solutions to improve their work environment and business outcomes.