Expansion AE, Gusto Pro

 

About Gusto

At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve.

All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy.

AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.

About the Role

As an Expansion AE, you'll own a dedicated book of business within Gusto's existing customer base, driving durable expansion revenue through end-to-end, multi-product selling. You'll use signals and AI to prioritize who to reach next, build pipeline proactively rather than waiting on inbound, and hold yourself to a genuinely high performance bar as someone who owns outcomes end to end.

About the Team

Expansion Sales grows revenue within Gusto's existing customer base rather than chasing net-new logos. In this role you'll own a defined set of accounts over time and build multi-product relationships with them. Depending on your segment you'll land in one of several book-based pods, each with its own account profile and cross-functional partners. The core of the job stays the same across all of them: you own the book and you own the expansion motion within it.

Here's what you'll do day-to-day:

Customer Ownership & Expansion

• Own a dedicated book of business within your segment, serving as the primary point of contact for expansion selling into that book.

• Sell end-to-end across the platform, such as tier upgrades, add-ons, and retirement benefits, building multi-product relationships over time rather than one-off transactions.

• Multi-thread relationships beyond a single champion and stay ahead of new customer needs as your book evolves.

Revenue Growth & Expansion

• Carry an expansion ARR quota for your book.

• Build and own your expansion pipeline proactively, using triggers, propensity signals, and AI-assisted prospecting rather than waiting on inbound requests.

• Adopt a value-based, consultative selling approach, building the case for expansion around each customer's needs.

• Own the deal end to end: prospecting, pitching, negotiating, and closing within your book.

Operational Excellence

• Maintain organized visibility across your book, prioritizing outreach using account health and usage data rather than working accounts in a fixed order.

• Keep CRM activity and pipeline current across your full book.

• Use AI tools and workflows day-to-day for research, prep, account planning, and reporting as a core part of how you work, not an occasional tool.

Here's what we're looking for:

• 3-4+ years in a high-volume, quota-carrying customer-facing sales role, preferably in B2B SaaS, with a book-based expansion mandate rather than primarily new-logo acquisition.

• Proven track record of driving expansion revenue within an existing book of business, comfortable adapting your approach to the size and structure of the book you're given.

• Skilled in value-based, consultative selling, able to build a customer-specific case for expansion, with strong deal management and closing execution.

• Strong business and sales acumen, genuinely driven by quota and revenue outcomes, with the analytical ability to prioritize a book and forecast expansion revenue.

• Proven, day-to-day experience integrating AI into how you work: research, prospecting, prep, and pipelin