# Expansion Account Executive

**Company:** [Gusto](https://hotfix.jobs/companies/gusto)
**Location:** Denver, CO, Atlanta, GA, Phoenix, AZ
**Role:** Account Executive
**Salary:** $95k – $120k/yr
**Experience:** 3+ years
**Skills:** Salesforce, sales engagement tools, Consultative Selling, Account Management, Upselling, Cross-Selling, AI Workflows, arr forecasting
**Posted:** 2026-08-04

> Drives expansion revenue from existing customers through inbound and outbound consultative selling, upsells, and cross-sells. The role requires 3+ years of expansion-focused sales or account management experience, Salesforce proficiency, and strong communication and negotiation skills.

## Job Description

## Responsibilities
- Execute a multi-touch outreach cadence using calls and emails to connect with existing customers.
- Respond quickly to inbound opportunities and conduct targeted outbound prospecting within the customer base.
- Make approximately 60 dial attempts daily, targeting six quality connects.
- Conduct at least six consultative calls each day to uncover upsell and cross-sell opportunities.
- Demonstrate additional product value using deep knowledge of the People Platform.
- Maintain detailed notes, track opportunities, and plan follow-up actions in Salesforce.
- Collaborate with Sales, Product, and Marketing to optimize messaging.
- Participate in daily huddles with the PE to review priorities and opportunities.
- Collect customer insights to refine outreach strategies and product messaging.
- Own a monthly ARR quota achieved through upsells and cross-sells.
- Contribute to approximately $109,000 in monthly incremental ARR targets.
- Use AI-powered workflows daily for writing, research, preparation, summarization, and identifying process improvements.

## Requirements
- 3+ years of consultative sales or account management experience focused on expansion.
- Proven success in a high-velocity sales environment with numerous customer interactions.
- Proficiency with Salesforce and modern sales engagement tools.
- Excellent communication, negotiation, and time-management skills.
- Day-to-day experience integrating AI into sales workflows, with a track record of providing useful feedback to improve tools and processes.

## Compensation and Benefits
- Cash compensation range: $95,000–$120,000 OTE in Denver, Atlanta, and Phoenix.
- Full-time employees receive competitive base pay, benefits, and equity in the form of RSUs.
- Employees based in Denver, San Francisco, or New York City generally work from the office approximately 2–3 days per week or more, depending on the role.
- Secure, reliable, and consistent internet access is required when working from an approved non-office location.

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