Senior Account Executive

Responsibilities

• Own the full sales cycle: prospect, qualify, run discovery, demo, navigate complex buying groups, and close
• Sell across both motions: close net-new prospects and convert existing Gusto payroll customers to PEO
• Serve as a PEO Subject Matter Expert guiding prospects through co-employment, benefits, compliance, and employment law
• Sell with selling-season fluency around PEO's concentrated selling window (Sept–Dec pipeline build for Jan 1 close)
• Work the channel by partnering with broker, GA, and accountant referral sources
• Manage pipeline rigorously in Salesforce, forecast accurately, and operate within established sales stages
• Use AI-powered workflows daily for prospecting, call prep, follow-up, and forecast hygiene
• Collaborate cross-functionally with Marketing, Product, HR, and Benefits teams

Requirements

• 4+ years in a closing sales role, ideally in PEO, HCM, or benefits (direct PEO selling experience strongly preferred)
• Consistent track record of meeting and exceeding individual sales targets
• Proven ability to own a deal end to end in a consultative, complex sale
• Familiarity with PEO's Jan 1 selling cycle (Sept–Dec pipeline build) is a strong plus
• Experience selling into or converting an existing customer base to a higher-tier or adjacent product is a plus
• Understanding of broker, GA, and accountant referral channels in the PEO or benefits space
• Strong working knowledge of inbound and outbound sales methodologies in SMB SaaS or HCM/PEO environments
• Ability to work effectively across HR, Benefits, Product, and Marketing
• Proven, day-to-day experience integrating AI into workflow across writing, research, prep, and summarization
• Salesforce.com (SFDC) experience required; familiarity with HCM platforms and benefits administration tools preferred

Compensation & Benefits

• OTE: $115,000–$129,500 USD (Denver, Phoenix, Atlanta, Chicago metro) or $140,000–$150,000 USD (San Francisco & New York)
• 60% base / 40% commission with uncapped commission structure
• Competitive base pay, benefits, and equity (RSUs)