Gusto, Inc. - PEO Sales, Senior Account Executive
Requirements
• PEO / HCM Sales Experience: 4+ years in a closing sales role, ideally in PEO, HCM, or benefits. Direct PEO selling experience is strongly preferred. • Quota Attainment: Consistent, demonstrable track record of meeting and exceeding individual sales targets. • Quota Attainment: • Full-Cycle Ownership: Proven ability to own a deal end to end — prospecting, discovery, multi-stakeholder navigation, and close — in a consultative, complex sale. • Full-Cycle Ownership: • Selling-Season Fluency: Familiarity with PEO's Jan 1 selling cycle (Sept–Dec pipeline build, renewal dynamics) is a strong plus and a key screen for PEO-specific experience vs. generic HCM. • Selling-Season Fluency: • Install-Base Conversion: Experience selling into or converting an existing customer base to a higher-tier or adjacent product is a plus. • Install-Base Conversion: • Channel Familiarity: Understanding of broker, GA, and accountant referral channels in the PEO or benefits space. • Channel Familiarity: • Sales Acumen: Strong working knowledge of inbound and outbound sales methodologies in SMB SaaS or HCM/PEO environments. • Sales Acumen: • Collaboration: Ability to work effectively across HR, Benefits, Product, and Marketing; excellent interpersonal skills. • Collaboration: • AI Fluency: 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. • AI Fluency: • Technical Proficiency: Salesforce.com (SFDC) experience required; familiarity with HCM platforms and benefits administration tools preferred. • Technical Proficiency: • Our cash compensation amount for this role is $115,000 to $129,500 USD for Denver, Phoenix, Atlanta, Chicago metro areas and $140,000 to $150,000 USD for San Francisco & New York. This OTE is structured with a target 60% base pay and 40% commission pay with an uncapped commission structure. Final offer amounts and the exact base/commission split are determined by multiple factors including candidate location, experience, and expertise and may vary from the amounts listed above. • Our cash compensation amount for this role is $115,000 to $129,500 USD for Denver, Phoenix, Atlanta, Chicago metro areas and $140,000 to $150,000 USD for San Francisco & New York. This OTE is structured with a target 60% base pay and 40% commission pay with an uncapped commission structure. • 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. • 2-3 days • 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.
Responsibilities
• Own the full sales cycle. Prospect, qualify, run discovery, demo, navigate complex buying groups, and close. This is a quota-carrying role for a seller who's comfortable owning a deal from first touch to signed agreement. • Own the full sales cycle. • Sell across both motions. Close net-new prospects and convert existing Gusto payroll customers to PEO. You'll learn the distinct objections, value propositions, and rhythms of in-base selling vs. cold-start prospecting. • Sell across both motions. • Serve as a PEO Subject Matter Expert. Guide prospects through co-employment, benefits, compliance, and the practical realities of moving onto a PEO. Build and maintain deep knowledge of PEO compliance, co-employment regulations, and applicable state and federal employment law. • Serve as a PEO Subject Matter Expert. • Sell with selling-season fluency. Understand and plan around PEO's concentrated selling window (Sept–Dec, with the bulk of new business landing Jan 1). Build pipeline early and manage your funnel to hit those timelines. • Sell with selling-season fluency. • Work the channel. Partner with broker, GA, and accountant referral sources to develop pipeline, and feed insights back on what's converting. • Work the channel. • Manage your pipeline rigorously. Keep Salesforce clean and current, forecast accurately, and operate within the sales stages, routing, and reporting the team establishes. • Manage your pipeline rigorously. • Use AI to sell smarter. Bring genuine AI fluency to your daily workflow — leveraging AI tools for prospecting, call prep, follow-up, and forecast hygiene. We expect our sellers to be hands-on with AI and to share what's working with the broader team. • Use AI to sell smarter. • Collaborate cross-functionally. Work closely with Marketing, Product, and the broader Sales org to surface market signals, sharpen positioning, and improve the customer experience. • Collaborate cross-functionally.
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