The opportunity
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.
What you'll do
Own the full sales cycle. Prospect, qualify, run discovery, demo, navigate: complex buying groups, and close. This is a quota-carrying role for a seller who's comfortable owning a deal from first touch to signed agreement.
Sell across both motions. Close net-new prospects and convert existing Gusto: payroll customers to PEO. You'll learn the distinct objections, value propositions, and rhythms of in-base selling vs. cold-start prospecting.
Serve as a PEO Subject Matter Expert. Guide prospects through co-employment,: benefits, compliance, and the practical realities of moving onto a PEO. Build and maintain deep knowledge of PEO compliance, co-employment regulations, and applicable state and federal employment law.
Sell with selling-season fluency. Understand and plan around PEO's: concentrated selling window (Sept–Dec, with the bulk of new business landing Jan 1). Build pipeline early and manage your funnel to hit those timelines.
Work the channel. Partner with broker, GA, and accountant referral sources to: develop pipeline, and feed insights back on what's converting.
Manage your pipeline rigorously. Keep Salesforce clean and current, forecast: accurately, and operate within the sales stages, routing, and reporting the team establishes.
What they're looking for
- Use AI to sell smarter. Bring genuine AI fluency to your daily workflow: leveraging AI tools for prospecting, call prep, follow-up, and forecast hygiene. We expect our sellers to be hands-on with AI and to share what's working with the broader team.
- Collaborate cross-functionally. Work closely with Marketing, Product, and the: broader Sales org to surface market signals, sharpen positioning, and improve the customer experience.
- PEO / HCM Sales Experience: 4+ years in a closing sales role, ideally in PEO, HCM, or benefits. Direct PEO selling experience is strongly preferred.
- Quota Attainment: Consistent, demonstrable track record of meeting and exceeding individual sales targets.
