New Expansion Sales Consultant

Gusto, Inc.

Job Overview

Location

Los Angeles, Arizona, USA

Job Type

Full-time

Full Job Description

📋 Description

• As a New Expansion Sales Consultant at Gusto, you will be an integral part of our mission to grow the small business economy by ensuring our newly signed customers achieve rapid activation and strong product adoption within their crucial first 120 days. This dynamic, hybrid role requires a blend of proactive outreach, consultative selling, and dedicated customer success to lay the foundation for long-term value and customer loyalty.
• You will own the early customer journey, meticulously guiding clients through the onboarding process to ensure a seamless and successful start with Gusto. Your primary objective is to drive product activation and foster early engagement, setting customers up for immediate success and future growth.
• A key aspect of your role will involve executing a structured, multi-touch outreach cadence. This means consistently engaging with your book of business through a strategic combination of up to 10 call attempts and targeted email follow-ups per customer, aiming to achieve a minimum of 6 quality connections each day. This persistent and personalized approach is vital for building rapport and addressing customer needs.
• You will conduct high-impact product consultations, acting as a trusted advisor to educate customers on how to best leverage Gusto's comprehensive suite of tools. These consultations are designed to identify and address specific business needs, upsell relevant features, and accelerate product adoption, ultimately enhancing the customer's experience and maximizing their return on investment.
• To ensure consistent progress and client satisfaction, you will be responsible for hitting key daily metrics. This includes making 60+ calls, securing 2 product demonstrations, and executing timely follow-ups across your assigned portfolio of clients. Your ability to manage your time effectively and maintain a high level of activity will be critical to your success.
• Accurate and diligent record-keeping is paramount. You will maintain detailed and up-to-date records in Salesforce, meticulously tracking activation milestones, customer interactions, identified opportunities, and next steps. This data integrity is essential for team collaboration and strategic decision-making.
• You will collaborate closely with cross-functional teams, including Support, Success, and Product, to provide valuable feedback and contribute to the continuous improvement of the customer onboarding and activation experience. Your insights will directly influence how we evolve our processes and product offerings.
• On a day-to-day basis, your focus will be on proactive outreach, making approximately 60 dial attempts daily to achieve your target of 6 quality connects, with each connect followed by a personalized email. You will conduct a minimum of 6 consultative connects daily, educating customers on Gusto's platform and identifying early indicators of potential expansion opportunities.
• You will be instrumental in driving incremental Annual Recurring Revenue (ARR) targets, contributing to a monthly goal of approximately $30,000. This is achieved by effectively connecting with and activating customers, with an average target of $250 ARR per activated customer based on 120 connects per month.
• Your role involves actively updating Salesforce with detailed customer progress, insights, and planned next steps. You will participate in daily huddles with your peers and leadership to align on new customer statuses and prioritize outreach efforts.
• You will work closely with Product, Support, and Sales teams to swiftly resolve any customer adoption challenges, ensuring a smooth and positive experience. Your dedication to problem-solving will be a key differentiator in retaining and growing our customer base.
• The New Expansion Sales Team is a vital group of sales professionals united by a shared passion for consultative selling and a deep commitment to solving problems for small businesses. Whether they are returning to Gusto or navigating their initial 120 days, you will be at the forefront of their success. We operate with shared goals, a resilient and supportive culture, and leadership that champions ethical and effective sales practices.
• This position offers a unique opportunity to make a significant impact on the growth trajectory of small businesses across the nation, directly contributing to Gusto's mission. You will be empowered to develop your sales and customer success skills in a fast-paced, supportive, and results-oriented environment.

🎯 Requirements

• 3+ years of experience in an Account Executive, Consultative Sales, or Customer Success role, preferably within the SMB tech or SaaS industry.
• Proven track record of success in a Key Performance Indicator (KPI) driven environment, with demonstrated experience in upselling, cross-selling, or quota attainment.
• Ability to drive product adoption, effectively 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.
• A deep passion for empowering and helping small businesses thrive.

🏖️ Benefits

• Competitive compensation package with a target OTE (On-Target Earnings) range of $89,000 to $116,000, with potential for variation based on location, experience, and expertise.
• Comprehensive health, dental, and vision insurance plans to support your well-being.
• Opportunities for professional development and career advancement within a rapidly growing company.
• A collaborative and supportive team environment with a strong emphasis on shared success and continuous learning.
• Generous paid time off and holidays to ensure work-life balance.
• Access to Gusto's innovative platform and resources to enhance your understanding of small business operations.

Skills & Technologies

Remote

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Gusto, Inc.

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About Gusto, Inc.

Gusto is a cloud-based payroll, benefits, and human resources platform for small and midsize U.S. businesses. It automates payroll processing, tax filing, workers' compensation, health insurance, 401(k), time tracking, and employee onboarding while ensuring compliance with federal, state, and local regulations. Founded in 2011, the company serves over 300,000 customers and integrates with accounting, banking, and productivity applications to streamline back-office operations.

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