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, ideally within a channel sales or indirect go-to-market motion. If you’re a quota-crushing, outbound-driven sales pro with experience driving partnerships or ecosystem growth - especially in tech or SaaS - this your opportunity to make an impact. Experience in HCM, payroll, or selling to accounting firms, is a plus but not required.
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:
- 5+ years of proven success in new business sales and your Bachelors Degree (preferably in channel sales, partnerships, or indirect GTM Role.
- 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 plus but not required. We are especially excited about candidates who bring experience building trusted partnerships in tech or SaaS ecosystems.
- Expertise in solution-based selling, consultative sales, and value articulation to accountants.
- Familiarity with the payroll and HR tech landscape is helpful, especially as it relates to the accountant workflows, but we will provide training for candidates who bring the right sales foundation and curiosity to learn.
- 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.
- Excellent communication and negotiation skills – you know how to close.
Our cash compensation amount for this role is targeted between $109,000 OTE per year to $134,000 OTE in Denver, Las Vegas, Atlanta, and Chicago; and $132,000 OTE to $160,000 OTE in NYC. 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 including candidate 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.
Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer.
Personal information collected and processed as part of your Gusto application will be subject to Gusto's Applicant Privacy Notice.
