Enterprise Account Executive, GustoPro

About Gusto

Gusto is a modern, online people platform that helps small businesses take care of their teams. On top of full-service payroll, Gusto offers health insurance, 401(k)s, expert HR, and team management tools. Today, Gusto offices in Denver, San Francisco, and New York serve more than 400,000 businesses nationwide.

Our mission is to create a world where work empowers a better life, and it starts right here at Gusto. That’s why we’re committed to building a collaborative and inclusive workplace, both physically and virtually. Learn more about our Total Rewards philosophy. 

What is GustoPro?

GustoPro is a game-changing, cloud-based platform built specifically for accounting firms. It empowers firms to streamline payroll, people operations, and advisory services for their clients, all within a single, integrated platform. GustoPro boasts powerful features like client dashboards, automated workflows, robust reporting, and seamless integrations with other accounting software, enabling firms to elevate their client service and skyrocket their practice growth. Learn more about GustoPro

About the Role:

As an Enterprise Account Executive for GustoPro, you'll be a critical player in expanding Gusto's footprint within the accounting market. This isn't just a sales job; it's an opportunity to shape our enterprise sales motion, working directly with our Head of Sales and Head of GustoPro Sales.  Your work will directly impact how accounting firms leverage technology to better serve their clients.

You'll engage with C-level executives, and senior payroll specialists at accounting firms with a focus on large regional and national players. You'll act as a consultant, understanding their unique needs and demonstrating how GustoPro can address those needs, boost efficiency, and help accounting firms realize more value for their clients while delivering upside for them as a firm. We're looking for a true "builder" – someone who's excited to wear multiple hats, design systems and processes, and run experiments. Comfort with a dynamic environment and the ability to pivot when needed is essential.

Here’s what you’ll do day-to-day:

• Evangelize the Gusto Pro solution to prospective accounting firms to grow our market share and meet, and exceed monthly/quarterly sales targets.
• Collaborate closely with Sales Leaders to build out and refine our enterprise sales process, with a focus on accelerating sales cycles and maximizing close rates.
• Conduct compelling and persuasive product demos that showcase the value of GustoPro using data and insights, to resonate with accounting firm executives.
• Cultivate deep, long-lasting relationships with key decision-makers within accounting firms, including partners, managers, and technology leaders.
• Conduct thorough needs assessments to understand the specific challenges and pain points of each prospective firm, and tailor solutions accordingly.
• Understand customer needs inside and out, and systematically bring detailed feedback to internal product team to help inform our roadmap and prioritize features.
• Work closely with internal teams (marketing, product, customer success) to ensure a seamless onboarding and implementation experience for new clients.
• Communicate and report to leadership on sales activity, pipeline progress, and market trends.
• Travel 20-30% to meet with prospective partners. This includes representing Gusto at Industry Events and Conferences. 

Here’s what we're looking for:

• 8+ years total work experience in sales or customer success, with a strong focus on enterprise clients.
• 5+ years of experience selling B2B SaaS products, ideally to accounting firms or related businesses.
• A consistent track record of exceeding sales quotas and building long-term client relationships.
• Experience and comfortable working quick sales cycles (60-90 days average)
• Deep understanding of the accounting firm landscape, including their business models, challenges, and technology needs.
• Exceptional communication, presentation, and interpersonal skills – you're a closer!
• Empathic communication (especially listening) skills.
• Strong analytical and problem-solving abilities – you're a strategic thinker.
• Ability to quickly learn our product so you are credible with prospects.
• Work collaboratively but autonomously: asking for what you need, but not expecting micromanagement.
• Ability to thrive in a fast-paced, dynamic environment and embrace change.
• Experience with CRM and Sales Software (e.g., Salesforce, ZoomInfo, Tableau).
• A "builder" mentality – excited to help us shape the future of enterprise sales at Gusto.

Our target on-target earnings (OTE) compensation for this role is $205,000/yr to $242,000/yr in Denver & most remote locations, and $242,000/yr to $285,000/yr for San Francisco & New York. This OTE is structured with a target 50% base pay and 50% commission pay with an uncapped commission structure. Final offer amounts and the exact base/commission split 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.

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.

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