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:

Recently launched Gusto 401(k) powered by Guideline is the next evolution of how we help small businesses take care of their teams. By bringing payroll and retirement together under one roof, we’re removing complexity, ensuring compliance, and making it easier for every business to offer meaningful benefits.

As an Account Executive for Gusto’s 401(k) business, you’ll lead a team of driven sales professionals who introduce existing Gusto customers to our retirement benefits solution. You’ll focus on coaching, strategy, and execution — empowering your team to educate customers on the value of adding 401(k) to their Gusto platform. This role combines leadership, collaboration, and a passion for growth, helping small businesses build stronger financial futures for their teams while scaling one of Gusto’s most exciting products.

Here’s what you’ll do day-to-day:

Close Inbound Deals: Take responsibility for converting qualified inbound leads into closed sales by understanding client needs, presenting tailored solutions, and negotiating terms effectively.
Sales Strategy: Work closely with the sales and marketing teams to ensure a seamless transition from lead generation to deal closure, enhancing the customer journey and experience.
Consultative Selling: Engage with inbound leads to assess their business needs and provide a consultative approach that matches our products/services to their goals.
Relationship Building: Cultivate long-term relationships with clients through ongoing communication and support, ensuring satisfaction and retention post-sale.
Sales Targets: Meet and exceed monthly and quarterly sales targets by closing inbound leads while ensuring profitability for the company.
CRM Management: Utilize the CRM system to track leads, manage sales pipeline, and maintain accurate records of client communications and deal progress.
Collaboration: Work closely with marketing and customer success teams to ensure smooth onboarding of new clients.
Reporting: Provide regular updates on progress towards goals, challenges, and opportunities to the sales manager or leadership team.

Here’s what we're looking for:

Proven experience in closing inbound deals and sales conversions, preferably in a B2B environment. Outbound skills would be a plus.
Minimum 18 Months in a closing position to be considered.
Strong communication, negotiation, and interpersonal skills.
Ability to effectively prioritize and manage multiple opportunities at once.
Experience with CRM tools (e.g., Salesforce, HubSpot) and sales automation platforms.
Self-motivated with a goal-oriented mindset and the ability to work independently.
Strong analytical skills with the ability to assess client needs and craft personalized solutions.

Our cash compensation range for this role ranges from $33.85 – $36.06 per hour with a 40% commission structure in the Denver location. 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.

Retirement Sales Account Executive

Job Description