Senior Account Executive

Responsibilities

• Own the full PEO sales cycle from prospecting and qualification through discovery, demonstrations, stakeholder navigation, and closing.
• Sell Gusto’s co-employment solution to net-new prospects and convert existing payroll customers to PEO.
• Serve as a PEO subject-matter expert on co-employment, benefits, compliance, regulations, and applicable employment law.
• Build pipeline around the September–December PEO selling season and manage timelines for January 1 starts.
• Develop referral pipeline through broker, GA, and accountant channels.
• Maintain accurate Salesforce pipeline data and forecasts.
• Use AI tools for prospecting, call preparation, follow-up, and forecast hygiene; share feedback to improve tools and processes.
• Collaborate with Marketing, Product, HR, Benefits, and Sales teams to improve positioning and customer experience.

Requirements

• 4+ years of experience in a closing sales role, ideally in PEO, HCM, or benefits; direct PEO selling experience strongly preferred.
• Demonstrated record of meeting or exceeding individual sales quotas.
• Experience owning complex, consultative deals end to end.
• Strong understanding of inbound and outbound sales methodologies in SMB SaaS or HCM/PEO environments.
• Experience with Salesforce.com (SFDC).
• Day-to-day experience integrating AI into work processes, including writing, research, preparation, and summarization.
• Excellent collaboration and interpersonal skills.

Nice to Have

• Familiarity with the PEO January 1 selling cycle and renewal dynamics.
• Experience converting an existing customer base to a higher-tier or adjacent product.
• Familiarity with broker, GA, and accountant referral channels.
• Familiarity with HCM platforms and benefits administration tools.

Compensation

• Potential on-target earnings of $115,000–$130,000 USD for the Denver, Phoenix, and Atlanta metro areas.
• OTE is structured as 60% base pay and 40% commission, with uncapped commission.