ApplySarthiExpansion Account Executive
Gusto, Inc.
Tailor my CV for this job, freeView job and applyYour CV rewritten for this role, from your real experience. Sign in with Google, nothing to install.
Got this interview? Our apps help you get the job.
Skills named in this job
Read from the description itself, not inferred.
This role on the market
121 open expansion roles across 52 companies are on ApplySarthi right now, most of them in Bengaluru (4), Pune (1), Mumbai (1).
- Staff Engineer, US Expansion Strategic PlanningMicron
- Account Manager, Enterprise ExpansionGorgias
- Executive Assistant - ME ExpansionAutodesk
- Engineering Manager, Math Libraries Platform Expansion and ReadinessNvidia
- Manager, Global SME Market ExpansionMastercard
What expansion roles keep asking for: SaaS (26%), Customer success (18%), Salesforce (16%), Stakeholder management (16%), CRM (15%), Account management (13%), B2B (12%) — counted across their open postings here.
Account management jobs · Salesforce jobs
Gusto, Inc. has 100 open roles listed here.
- APEX Risk Operations Analyst
- Senior GTM Recruiter
- R&D Insights and Operations - Growth
- Senior Staff Software Engineer, Entity Management
- Staff Product Mobile Engineer, Business Money
Counted across 14 company job boards, updated as roles open and close.
Preparing for this interview
Interviews for expansion roles keep coming back to SaaS, Customer success, Salesforce, Stakeholder management. Practise those questions before you sit with Gusto, Inc..
Questions you are likely to be asked
- Why do you want to join Gusto, Inc.?
- What is your experience with Salesforce? Tell me one thing you learned the hard way.
- Tell me about a deal you lost. What would you do differently?
- How do you handle 'your price is too high'?
- How do you find and qualify new leads?
Prep Sarthi gives you a free mock interview: an AI interviewer asks you questions like these out loud, from your own CV and this job, and shows your score and your weakest answer.
Practise the Expansion Account Executive at Gusto, Inc. interview free →
About Gusto
At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve.
All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy.
AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.
About the Role:
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.
Key Responsibilities:
- Execute a multi‑touch outreach cadence (calls + emails) to connect with customers
- Smart outbound prospecting into our customer base
- Conduct at least 6 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.
About the Team:
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.
Here’s what you’ll do day-to-day:
- Daily Outreach:
- 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.
- Consultative Engagement:
- Conduct a minimum of 6 consultative calls each day—balancing inbound scheduled calls with targeted outbound efforts.
- Pipeline & Collaboration:
- 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.
- Feedback:
- Collect insights from customer conversations to help refine outreach strategies and product messaging.
- Results
- Contribute to achieving monthly incremental ARR targets of approximately $109,000
Here’s what we're looking for:
- 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.
Our cash compensation range for this role is $95,000 to $120,000 OTE in Denver, Atlanta & Phoenix. Remote locations will vary based on our geographical pay approach. Final offer amounts are determined by multiple factors, including candidate location, experience and expertise, and may vary from the amounts listed above.
Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role). The same office expectations apply to all Symmetry roles, Gusto's subsidiary, whose physical office is in Scottsdale.
Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas.
When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required. This includes non-office days for hybrid employees.
Our customers come from all walks of life and so do we. We hire great people from a wide variety of backgrounds, not just because it's the right thing to do, but because it makes our company stronger. If you share our values and our enthusiasm for small businesses, you will find a home at Gusto.
Gusto is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Gusto considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you.
Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer.
Personal information collected and processed as part of your Gusto application will be subject to Gusto's Applicant Privacy Notice.
Match this job to your CV
ApplySarthi scores your CV against this role, shows the skills you are missing, and writes a tailored version for the application.
Check my match →Similar open roles
- Account Coordinator (Retirement Sponsor Support)Gusto, Inc.
- Agentic Operations ArchitectGusto, Inc.
- Channel Partnerships Manager, Investor Ecosystems (VC & PE)Gusto, Inc.
- Expansion Account Manager LeaderGusto, Inc.
- Future Opportunities: Channel Sales ExperienceGusto, Inc.
- HR ConsultantGusto, Inc.
- PEO Sales, Account ExecutiveGusto, Inc.
- Sales Onboarding Advocate Gusto, Inc.
Need answers during your interview? Try Live Sarthi.
Live Sarthi, an Interview Sarthi app, shows answer suggestions during the call.
- Hidden from supported screen sharingThe overlay stays out of supported Windows screen captures.
- Answers start in about 1.5 secondsResponse time varies with your connection and model.
- From your own CVYour projects and your experience, not a generic script.
- 30 minutes freeThen ₹99 for a 2-day pass with unlimited calls — you pay for the days you are interviewing, not a subscription.
A Windows app, from the same team as ApplySarthi.
Listed on greenhouse · posted 2026-08-04. ApplySarthi collects openings and links to application pages; the role is advertised by Gusto, Inc., not by us.