About the Role:

As an Account Executive on the Gusto 401(k) team, you will work with existing Gusto customers who have expressed interest in adding a retirement benefit. You’ll lead structured, compliant sales conversations, guide customers through decision steps, and move opportunities toward closure using defined workflows and AI-enabled tools. This role is ideal for someone motivated by achieving sales targets while delivering consistent, high-quality customer experiences.

About the Team:

The Gusto 401(k) Sales team helps small businesses offer meaningful retirement benefits through a simple, accessible experience. We operate with an AI-native mindset, using technology to improve consistency, reduce manual work, and enable Gusties to focus on impactful customer interactions.

Here’s what you’ll do day-to-day: Engage inbound Gusto customers interested in adding a 401(k) and conduct structured discovery conversations

Guide customers through decision-making using approved sales frameworks, materials, and eligibility criteria

Progress and close inbound opportunities by following defined workflows and sales processes

Leverage AI-powered tools to prioritize opportunities, personalize follow-ups, and reduce administrative work

Maintain accurate CRM records in Salesforce and ensure pipeline data integrity

Meet established activity, responsiveness, and conversion metrics within assigned lead queues

Coordinate smooth handoffs to onboarding teams and escalate non-standard scenarios as needed Here’s what we’re looking for:

18+ months of experience in a closing, benefits, or customer-facing sales role

Experience guiding customers through multi-step purchasing decisions in a structured environment

Comfort following defined sales processes, scripts, and compliance guidelines

Experience using CRM systems (Salesforce preferred) and AI-enabled sales tools

Strong written and verbal communication skills

High attention to detail and reliability in completing structured workflows

The on-target earning (OTE) potential for this role is targeted at $105,000 (60% base and 40% variable bonus) in Denver and most remote locations. Final offer amounts are determined by multiple factors including candidate experience and expertise and may vary from the amounts listed above.