Hybrid opportunity at
GustoSummer Opportunities - Retirement Sales AE
Gusto operates a platform offering payroll, health coverage, retirement accounts, and human resources support to more than half a million small enterprises nationwide. The organization maintains…
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AI Summary
In this role, you will sell Gusto’s 401(k) and retirement products to small and mid-sized business owners using a mix of consultative inbound calls and targeted outbound outreach. Day-to-day responsibilities include educating clients on plan compliance, tax benefits, and pricing, as well as managing competitive plan migrations in partnership with legal and operations teams. You will manage high-volume deal cycles in Salesforce while using AI-powered tools to prioritize accounts and maintain pipeline accuracy.
About This Role
Gusto operates a platform offering payroll, health coverage, retirement accounts, and human resources support to more than half a million small enterprises nationwide. The organization maintains physical offices in San Francisco, San Jose, Denver, New York City, and Scottsdale for subsidiary roles. This hybrid position requires staff assigned to those regions to report to a workspace roughly two to three days each week, while remote personnel must maintain a dependable…
Job Description
Gusto operates a platform offering payroll, health coverage, retirement accounts, and human resources support to more than half a million small enterprises nationwide. The organization maintains physical offices in San Francisco, San Jose, Denver, New York City, and Scottsdale for subsidiary roles. This hybrid position requires staff assigned to those regions to report to a workspace roughly two to three days each week, while remote personnel must maintain a dependable internet connection.
As a Mid-Level Retirement Account Executive, the professional will focus on driving the adoption and expansion of 401(k) and retirement offerings among small and mid-sized businesses. The work combines handling incoming requests with conducting targeted outbound prospecting within current accounts. Candidates will lead consultative discussions, explain plan options and compliance standards, and shepherd deals toward completion utilizing designated workflows and artificial intelligence tools. Team members are expected to actively engage with relevant AI technologies.
Responsibilities
- Handle inbound retirement inquiries and execute targeted outbound outreach toward high-potential accounts
- Manage high-volume small and mid-sized business retirement sales cycles from discovery to final authorization
- Utilize artificial intelligence tools to prioritize leads, organize follow-ups, and minimize administrative tasks
- Lead consultative discussions covering client goals, 401(k) basics, plan design, pricing, and employer matching
- Coordinate the migration and switcher process for clients moving existing external 401(k) plans to Gusto
- Collaborate with legal, compliance, and operations departments to ensure regulatory adherence during plan transitions
- Maintain accurate records, call notes, and pipeline stages within Salesforce
- Partner cross-functionally with product, marketing, and operations to facilitate smooth onboarding
- Track customer objections and market insights to help improve sales messaging and enablement plays
- Fulfill monthly annual recurring revenue targets based on new sales, plan switchers, and customer growth
- Attend daily team huddles and individual coaching sessions to review performance and refine skills
Requirements
- Possess two to four years of quota-carrying sales experience as an account executive or account manager
- Demonstrate prior background in outbound prospecting through phone and email channels
- Maintain familiarity with Salesforce CRM and sales engagement software
- Work from a designated physical office approximately two to three days weekly if located near Denver, San Francisco, San Jose, New York City, or Scottsdale
- Maintain a secure and reliable internet connection when working remotely
- Actively engage with AI tools relevant to the position
Qualifications
- Experience working in SaaS, fintech, financial services, or benefits industries
- Prior exposure or interest in 401(k), retirement, or employee benefits sales
Core Skills
Benefits
- Competitive base pay
- Equity in the form of restricted stock units
- Standard employee benefits
Frequently Asked Questions
What is the employment type for this role?
The posting specifies that this is a full-time position.
What is the remote work policy?
This is a hybrid role. Staff based near the Denver, San Francisco, San Jose, New York City, or Scottsdale offices are expected to work on-site approximately two to three days per week, and remote days require a reliable internet connection.
What experience is required to apply?
Applicants need two to four years of quota-carrying sales experience as an account executive, account manager, or in a similar capacity, along with background in outbound prospecting.
Is the salary range specified in the posting?
The source posting does not specify the salary amount, noting that offer amounts are determined by role, level, and location.
Role DNA
This profile highlights a fast-paced, high-velocity sales motion that combines structured pipeline execution with complex, consultative conversations regarding retirement compliance and product migrations.
Salary Analysis
Salary was not explicitly disclosed in the posting, but estimated total compensation for a mid-level fintech Account Executive in major U.S. markets typically ranges from $105,000 to $165,000 per year.
Employer-Listed Salary
Not disclosed
As stated in this job posting.
Jobsiz Platform Estimate
AI-estimated market range based on role, seniority, and location — not a guaranteed offer, and independent of the employer's own figure above.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.
