Retirement Account Executive

About Gusto

At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff—like payroll, health insurance, 401(k)s, and HR—so owners can focus on their craft and customers. With teams in Denver, San Francisco, and New York, we’re proud to support more than 400,000 small businesses across the country, and we’re building a workplace that represents and celebrates the customers we serve. Learn more about our Total Rewards philosophy.

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

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

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

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

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Maintain accurate CRM records in Salesforce and ensure pipeline data integrity

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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:

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

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

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Comfort following defined sales processes, scripts, and compliance guidelines

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

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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.

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. This includes non-office days for hybrid employees.

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.

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Personal information collected and processed as part of your Gusto application will be subject to Gusto's Applicant Privacy Notice.