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Key details
Job Description
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 an Expansion AE, you'll own a dedicated book of business within Gusto's existing customer base, driving durable expansion revenue through end-to-end, multi-product selling. You'll use signals and AI to prioritize who to reach next, build pipeline proactively rather than waiting on inbound, and hold yourself to a genuinely high performance bar as someone who owns outcomes end to end.
About the Team
Expansion Sales grows revenue within Gusto's existing customer base rather than chasing net-new logos. In this role you'll own a defined set of accounts over time and build multi-product relationships with them. Depending on your segment you'll land in one of several book-based pods, each with its own account profile and cross-functional partners. The core of the job stays the same across all of them: you own the book and you own the expansion motion within it.
Here's what you'll do day-to-day:
Customer Ownership & Expansion
- Own a dedicated book of business within your segment, serving as the primary point of contact for expansion selling into that book.
- Sell end-to-end across the platform, such as tier upgrades, add-ons, and retirement benefits, building multi-product relationships over time rather than one-off transactions.
- Multi-thread relationships beyond a single champion and stay ahead of new customer needs as your book evolves.
Revenue Growth & Expansion
- Carry an expansion ARR quota for your book.
- Build and own your expansion pipeline proactively, using triggers, propensity signals, and AI-assisted prospecting rather than waiting on inbound requests.
- Adopt a value-based, consultative selling approach, building the case for expansion around each customer's needs.
- Own the deal end to end: prospecting, pitching, negotiating, and closing within your book.
Operational Excellence
- Maintain organized visibility across your book, prioritizing outreach using account health and usage data rather than working accounts in a fixed order.
- Keep CRM activity and pipeline current across your full book.
- Use AI tools and workflows day-to-day for research, prep, account planning, and reporting as a core part of how you work, not an occasional tool.
Here's what we're looking for:
- 3-4+ years in a high-volume, quota-carrying customer-facing sales role, preferably in B2B SaaS, with a book-based expansion mandate rather than primarily new-logo acquisition.
- Proven track record of driving expansion revenue within an existing book of business, comfortable adapting your approach to the size and structure of the book you're given.
- Skilled in value-based, consultative selling, able to build a customer-specific case for expansion, with strong deal management and closing execution.
- Strong business and sales acumen, genuinely driven by quota and revenue outcomes, with the analytical ability to prioritize a book and forecast expansion revenue.
- Proven, day-to-day experience integrating AI into how you work: research, prospecting, prep, and pipeline management, as a core part of your workflow, not an occasional tool.
- Experience working with accountants a plus.
Our cash compensation range for this role is $95,000 to $120,000 OTE in Denver and Atlanta. Final offer amounts are determined by multiple factors, including candidate location, experience and expertise, and may vary from the amounts listed above.
At Gusto, we don't use titles the traditional way, as a signal of rank or hierarchy. Instead, our titles describe two things at once — your craft (what you do, e.g. Engineering, Design) and your scope of ownership (what you're accountable for) — which is why you'll see something like "Head of X" instead of a rank word like "Director" that tells you neither. Because of this, the title on this posting may look different from what you'd expect based on the scope and seniority of the role, and from how similar roles are typically titled elsewhere. If you have questions about how this role compares to your current title or level, your recruiter can help translate.
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.
Reliable, consistent presence: We expect regular and predictable attendance, whether you're working in-office, hybrid, or fully remote, so that you stay closely connected to your team, customers, and stakeholders in real time and ensure colleagues and customers receive the timely support and responsiveness they deserve.
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.
