Retirement Sales Account Executive

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.

Recently launched Gusto 401(k) powered by Guideline is the next evolution of how we help small businesses take care of their teams. By bringing payroll and retirement together under one roof, we’re removing complexity, ensuring compliance, and making it easier for every business to offer meaningful benefits.

As an Account Executive for Gusto’s 401(k) business, you’ll lead a team of driven sales professionals who introduce existing Gusto customers to our retirement benefits solution. You’ll focus on coaching, strategy, and execution — empowering your team to educate customers on the value of adding 401(k) to their Gusto platform. This role combines leadership, collaboration, and a passion for growth, helping small businesses build stronger financial futures for their teams while scaling one of Gusto’s most exciting products.

• Close Inbound Deals: Take responsibility for converting qualified inbound leads into closed sales by understanding client needs, presenting tailored solutions, and negotiating terms effectively.

• Sales Strategy: Work closely with the sales and marketing teams to ensure a seamless transition from lead generation to deal closure, enhancing the customer journey and experience.

• Consultative Selling: Engage with inbound leads to assess their business needs and provide a consultative approach that matches our products/services to their goals.

• Relationship Building: Cultivate long-term relationships with clients through ongoing communication and support, ensuring satisfaction and retention post-sale.

• Sales Targets: Meet and exceed monthly and quarterly sales targets by closing inbound leads while ensuring profitability for the company.

• CRM Management: Utilize the CRM system to track leads, manage sales pipeline, and maintain accurate records of client communications and deal progress.

• Collaboration: Work closely with marketing and customer success teams to ensure smooth onboarding of new clients.

• Reporting: Provide regular updates on progress towards goals, challenges, and opportunities to the sales manager or leadership team.

• Proven experience in closing inbound deals and sales conversions, preferably in a B2B environment. Outbound skills would be a plus.

• Minimum 18 Months in a closing position to be considered.

• Strong communication, negotiation, and interpersonal skills.

• Ability to effectively prioritize and manage multiple