Enterprise Account Executive

4 weeks ago

Denver, Colorado, United States Gusto Full time
About Gusto

Gusto is a modern, online people platform that empowers small businesses to take care of their teams. Our comprehensive suite of products includes full-service payroll, health insurance, 401(k)s, expert HR, and team management tools. With offices in Denver, San Francisco, and New York, we serve over 300,000 businesses nationwide.

Our Mission

We're committed to creating a world where work empowers a better life. To achieve this, we're building a collaborative and inclusive workplace, both physically and virtually. Our Total Rewards philosophy is designed to support the well-being of our employees and their families.

Gusto Embedded Payroll

Gusto Embedded Payroll is an API-based product that enables software developers to embed and customize payroll directly into their software. This innovative solution works seamlessly with any platform serving small and medium businesses, including vertical SaaS, business operations, fintech, and neobanks.

About the Role

As an Enterprise Account Executive for Gusto Embedded Payroll, you'll play a critical role in our transition from an application company to a platform provider. Your primary responsibility will be to engage with executive teams within leading technology companies to evaluate, negotiate, and offer Gusto's embedded payroll solution as a core part of their strategic initiatives.

Key Responsibilities
  • Manage and nurture a category of accounts from prospect to close
  • Evaluate and assess the strategic and economic impact of potential opportunities with prospective partners
  • Lead all aspects of deal execution, including identifying and developing accounts, meeting with partners, business case development, deal structuring, negotiating contracts, and closing
  • Communicate and report to leadership on the forecast of future deals, business impact, and strategy
  • Educate partners on the Gusto value proposition for their clients through presentations and demos
  • Collaborate with internal teams to assist in explaining the vision of embedded payroll to prospects
  • Travel 20-30% to meet with prospective partners
Requirements
  • 8+ years of total work experience in sales or customer success
  • 5+ years of experience working with B2B API-based products through strategic partnerships, business development, or complex enterprise sales
  • Proven track record of working with complex deals that require frequent customization and collaboration with a product and/or engineering team
  • Experience with 12+ month long deal cycles, identifying decision makers, and conducting in-person discussions, negotiations, and closings
  • Analytical ability to drive strong commercial outcomes for both Gusto and our partners
  • Expertise in developing business cases, financial analysis, and modeling, and familiarity with partnerships legal agreements
  • Strong internal and external communication abilities, and interpersonal skills
  • Comfort with a fast-paced environment and changing requirements
Compensation

Our on-target earnings (OTE) compensation for this role is $154,000/yr to $230,000/yr in Denver & most remote locations, and $187,000/yr to $270,000/yr for San Francisco & New York. OTE Split for this role is 70% base pay + 30% commission pay with an uncapped commission structure.

Work Environment

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.

Equal Opportunity Employer

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.

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