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About the Role
Gusto is building its PEO sales organization from the ground up and seeks a quota-carrying seller to be a founding member. This role offers a ground-floor opportunity to drive new PEO revenue by selling Gusto's co-employment solution to prospects and existing customers. You will utilize AI-powered workflows as a core part of your sales process, influencing future tool development.
Responsibilities
- Own the full sales cycle, including prospecting, qualifying, discovery, demo, navigating buying groups, and closing deals.
- Sell across both net-new prospect acquisition and existing customer conversion to PEO.
- Serve as a PEO Subject Matter Expert, guiding prospects through co-employment, benefits, and compliance.
- Plan and sell around the PEO concentrated selling window (September-December).
- Partner with broker, GA, and accountant referral sources to develop pipeline.
- Manage pipeline rigorously using Salesforce, ensuring accuracy in forecasting and adherence to sales stages.
- Utilize AI tools for prospecting, call preparation, follow-up, and forecast hygiene.
- Collaborate with Marketing, Product, and the broader Sales organization to surface market signals and improve customer experience.
Requirements
- 4+ years in a closing sales role, ideally in PEO, HCM, or benefits.
- Consistent, demonstrable track record of meeting and exceeding individual sales targets.
- Proven ability to own a deal end-to-end in a consultative, complex sale.
- Familiarity with PEO's Jan 1 selling cycle is a strong plus.
- Experience selling into or converting an existing customer base is a plus.
- Understanding of broker, GA, and accountant referral channels in the PEO or benefits space.
- Strong working knowledge of inbound and outbound sales methodologies in SMB SaaS or HCM/PEO environments.
- Ability to work effectively across HR, Benefits, Product, and Marketing.
- Proven, day-to-day experience integrating AI into workflow across writing, research, prep, and summarization.
- Salesforce.com (SFDC) experience required.
- Familiarity with HCM platforms and benefits administration tools preferred.
Skills
- PEO Sales
- HCM Sales
- Benefits Sales
- Quota Attainment
- Full-Cycle Sales
- Consultative Selling
- Complex Sales
- Selling-Season Fluency
- Install-Base Conversion
- Channel Sales
- Sales Acumen
- Collaboration
- AI Fluency
- Salesforce.com
- HCM Platforms
- Benefits Administration Tools
Location
- Denver
- Phoenix
- Atlanta
- San Francisco Bay Area
- Scottsdale
Work Type
- Hybrid
- Remote
Experience Level
- 4+ years in a closing sales role
Salary/Compensations
- $102,855 to $136,000 OTE USD (Denver, Phoenix, Atlanta metro areas)
- $132,245 - $165,000 OTE USD (San Francisco Bay Area locations)
- OTE structured with a target 60% base pay and 40% commission pay with an uncapped commission structure.
Benefits
- Competitive base pay
- Benefits
- Equity (RSUs)
About the Company
- Gusto's mission is to grow the small business economy by handling payroll, health insurance, 401(k)s, and HR.
- Gusto supports more than 500,000 small businesses nationwide.
- Gusto is building a workplace that reflects the people they serve.
- AI is a fundamental part of how work gets done at Gusto.
Equal Opportunity
- Gusto is proud to be an equal opportunity employer.
- Gusto does 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.
- 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.