# Senior Account Executive

**Company:** [Gusto](https://hotfix.jobs/companies/gusto)
**Location:** Atlanta, GA, Denver, CO, Phoenix, AZ
**Role:** Account Executive
**Salary:** $115k – $130k/yr
**Experience:** 4+ years
**Skills:** Peo Sales, Hcm, Benefits Administration, Salesforce, Consultative Selling, Pipeline Management, AI Tools, Co-Employment Regulations, Employment Law, Channel Sales
**Posted:** 2026-08-28

> Quota-carrying Account Executive responsible for selling PEO solutions through net-new prospecting and existing-customer conversion. The role requires 4+ years of closing sales experience, preferably in PEO, HCM, or benefits, along with full-cycle selling, Salesforce proficiency, and AI-enabled workflows.

## Job Description

## 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.

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