Broker Sales, Account Executive

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 Team:

Our Broker Sales Team is growing and we are excited to hire the next members. Gusto is fundamentally changing how the world works by empowering everyone to put people first. The Broker Sales Team is passionate about combining innovative technology with health insurance expertise to make it easier for more small business owners to offer a great health insurance experience to their employees. Each team member is a true owner and makes a tremendous impact every day.

Here’s what you’ll do day-to-day:

• Consultative Partnership: Work directly with small business owners to analyze their payroll, HR, and employee benefit requirements, and demonstrate how Gusto can meet their unique needs and concerns.
• Benefits Strategy & Integration: Understand a prospect’s employee benefit administration goals, identify the best benefits integration option to achieve those goals, and empower employees with great healthcare access.
• Simplification of Complexity: Transform the complicated language of payroll and health insurance into clear, simple concepts that customers can understand.
• Revenue Generation: Drive revenue by navigating the customer buying process, engaging key stakeholders, and ultimately closing the deal.
• Book of Business Management: Manage and prospect into a book of existing and onboarding Gusto customers.
• Pipeline Ownership: Construct, forecast, and manage your sales pipeline to meet company goals.
• Executive-Level Presentations: Deliver comprehensive pitches and confidently answer technical inquiries.
• Discovery & Value Communication: Listen carefully to understand customer needs and clearly communicate Gusto’s value proposition.
• CRM Discipline: Contribute accurate records and detailed notes within the team-wide CRM.

Here’s what we're looking for:

• Relevant Sales Experience: 1–5 years of quota carrying sales experience in SaaS, health and life insurance, or HRIS industries.
• Licensing Requirement: Ability to pass the Life & Health Licensing final exam within 45 days of starting the role.
  Performance Track Record: Ambitious, enthusiastic, and tenacious top performer with a history of consistently exceeding quota or targets.
• Consultative Selling: Experience working with clients in a consultative manner and a proven record of closing accounts.
  High Activity Management: Ability to manage large opportunity pipelines while consistently prospecting into new accounts.
• Ownership Mindset: Self-starter who takes initiative and drives targets and projects from beginning to end.
• Process Orientation: Proactively identifies and improves inefficient processes.
• Professional Communication: Excellent, respectful verbal and written communication skills, both internally and externally.
• Technical Proficiency: Experience with web-based technologies such as SFDC, Outreach, CXOne, Google Workspace, and similar platforms.
• Team Collaboration: Consummate team player who enjoys wearing multiple hats and elevating those around them.
• Resourcefulness: Strong problem-solving skills and effective use of available resources.
• AI & Workflow Optimization: proactive in leveraging AI tools such as Glean, ChatGPT, and other emerging resources to improve call preparation, messaging, and daily workflows; motivated to drive efficiency, continuously refine processes, and operate with a “work smarter” mindset.

Our cash compensation range for this role is $82,000 - $97,000 OTE in Denver, Atlanta, Phoenix, Las Vegas, Chicago and most remote locations. Remote locations will vary based on our geographical pay approach. This OTE is structured with a target 60% base pay and 40% commission pay with an uncapped commission structure. Final offer amounts are determined by multiple factors, inclu