About Gusto
At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff—like payroll, health insurance, 401(k)s, and HR—so owners can focus on their craft and customers. With teams in Denver, San Francisco, and New York, we’re proud to support more than 400,000 small businesses across the country, and we’re building a workplace that represents and celebrates the customers we serve. Learn more about our Total Rewards philosophy.
About the Role:
As a New Expansion Sales Consultant at Gusto, you’ll play a critical role in guiding newly signed customers through their first 120 days; ensuring rapid activation, strong product adoption, and early identification of upsell opportunities. This hybrid role blends onboarding, consultative sales, and customer success to drive long-term value for Gusto's SMB customers.
Key Responsibilities
- Own the early customer journey by driving product activation and onboarding success within the first 120 days.
- Execute a structured multi-touch outreach cadence (up to 10 call attempts + email follow-ups) to achieve 6 quality connections per day.
- Deliver high-impact product consultations to educate, upsell, or accelerate adoption based on customer needs.
- Hit key daily metrics including 60+ calls, 2 demos, and timely follow-ups across your book of business.
- Maintain accurate records in Salesforce to track activation milestones and opportunities
- Collaborate cross-functionally with support, success, and product teams to continually improve the onboarding experience.
About the Team:
Our team may be small, but we’re a mighty group of sales professionals united by a deep passion for consultative selling. The New Expansion Sales Team is dedicated to solving problems for small businesses; whether they’re returning to Gusto or navigating their first 120 days as new customers. We operate with shared goals, a resilient and supportive culture, and company leadership that prioritizes doing sales the right way.
Here’s what you’ll do day-to-day:
- Daily Outreach:
- Make around 60 dial attempts per day (targeting 6 quality connects using ~10 attempts per connect).
- Follow up each connect with personalized emails.
- Customer Activation & Education:
- Conduct a minimum of 6 consultative connects daily with new customers.
- Educate customers on how to leverage the Gusto to meet their business needs.
- Identify early indicators of potential expansion opportunities.
- Collaboration:
- Update Salesforce with customer progress details and next steps.
- Participate in daily huddles with your PE to align on new customer statuses and outreach priorities.
- Work closely with Product, Support, and Sales teams to resolve any adoption challenges.
- Results
- Help drive monthly incremental ARR targets of approximately $65,000 (based on 120 connects per month at an average of ~$250 each).
Here’s what we're looking for:
- 3+ years in an Account Executive or Consultative Sales role. Ideally in SMB tech or SaaS.
- Demonstrated success in a KPI driven environment with experience in upselling, cross selling, or owning a quota.
- Proven ability to drive adoption, manage a book of business, and influence long-term customer success.
- Excellent communication, problem solving, and relationship building skills.
- Proficiency in Salesforce and experience with multi-touch outreach tools and strategies
- Deep passion for helping small businesses thrive.
Nice to have:
- Familiarity with sales methodologies like Richardson or Challenger.
- Experience in HR, Payroll, or FinTech.
- An entrepreneurial mindset with a bias for action.
Our cash compensation range for this role is $89,000 to $116,000 OTE in Denver, Atlanta, Phoenix, Chicago and most remote locations. Remote locations will vary based on our geographical pay approach. 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.
