Senior Account Executive (Gusto Pro - Accountant Partnerships)

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. 

About the Role:

We’re growing our Partner Sales team and seeking a high-performance Senior Account Executive with a proven track record of success in new business acquisition within the accountant channel. If you’re a quota-crushing, outbound-driven sales pro with experience selling HCM, payroll, or HR technology to accounting firms, this is your opportunity to make an impact.

This role is perfect for someone who thrives on prospecting, solution selling, and driving net-new revenue by engaging and activating new accounting firms. You’ll be responsible for identifying, engaging, and closing new accountant partners and ensuring their successful activation. Our ideal candidate is competitive, strategic, and obsessed with building relationships that lead to long-term partnerships.

Here’s what you’ll do day-to-day:

• Prospect & Hunt: Own the sales cycle, from marketing lead generation to close, targeting accounting firms and their decision-makers.
• Develop & Close Business: Engage with accountants and firm owners, uncover their needs, and present Gusto’s value proposition through compelling product demos.
• Activate New Partnerships: Drive adoption of Gusto Pro by helping accountants onboard their clients and ensuring successful initial activation.
• Crush Quotas: Consistently achieve and exceed monthly and quarterly revenue targets by maintaining a robust pipeline and a disciplined sales approach.
• Leverage Sales Tools: Utilize Salesforce, LinkedIn Sales Navigator, Outreach, and other modern sales technologies to optimize performance.
• Influence & Educate: Act as an advisor, guiding accounting partners on the benefits of integrating Gusto into their practice.
• Collaborate Cross-Functionally: Work closely with marketing, product, and customer success teams to drive demand and ensure a seamless accountant activation experience.

Here’s what we're looking for:

• 8+ years of proven success in new business sales and your Bachelors Degree (preferably in payroll, HCM, SaaS, or HR tech with a focus on accounting firms).
• Hunter mentality – self-motivated, resilient, and relentless in prospecting and closing new deals with accountants.
• Experience selling to accounting firms and financial professionals is a must.
• Expertise in solution-based selling, consultative sales, and value articulation to accountants.
• Strong understanding of the payroll and HR technology industry and its impact on accounting firms.
• CRM & Tech-Savvy: Proficient with Salesforce and modern sales engagement platforms.
• High-level business acumen and ability to speak the language of accountants and financial professionals.
• Track record of exceeding quota and winning in a competitive sales environment.

Our cash compensation range for this role ranges from  $109,000 OTE per year to $126,000 OTE per year in the Denver location. 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