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Broker Sales, Account Executive

February 24, 2026

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 Team:

Our Broker Sales Team is growing and we are excited to hire the next members. Gusto is fundamentally changing how the world works by empowering everyone to put people first. The Broker Sales Team is passionate about combining innovative technology with health insurance expertise to make it easier for more small business owners to offer a great health insurance experience to their employees. Each team member is a true owner and makes a tremendous impact every day.

Here’s what you’ll do day-to-day:

Consultative Partnership: Work directly with small business owners to analyze their payroll, HR, and employee benefit requirements, and demonstrate how Gusto can meet their unique needs and concerns.
Benefits Strategy & Integration: Understand a prospect’s employee benefit administration goals, identify the best benefits integration option to achieve those goals, and empower employees with great healthcare access.
Simplification of Complexity: Transform the complicated language of payroll and health insurance into clear, simple concepts that customers can understand.
Revenue Generation: Drive revenue by navigating the customer buying process, engaging key stakeholders, and ultimately closing the deal.
Book of Business Management: Manage and prospect into a book of existing and onboarding Gusto customers.
Pipeline Ownership: Construct, forecast, and manage your sales pipeline to meet company goals.
Executive-Level Presentations: Deliver comprehensive pitches and confidently answer technical inquiries.
Discovery & Value Communication: Listen carefully to understand customer needs and clearly communicate Gusto’s value proposition.
CRM Discipline: Contribute accurate records and detailed notes within the team-wide CRM.

Here’s what we're looking for:

Relevant Sales Experience: 1–5 years of quota carrying sales experience in SaaS, health and life insurance, or HRIS industries.
Licensing Requirement: Ability to pass the Life & Health Licensing final exam within 45 days of starting the role.
Performance Track Record: Ambitious, enthusiastic, and tenacious top performer with a history of consistently exceeding quota or targets.
Consultative Selling: Experience working with clients in a consultative manner and a proven record of closing accounts.
High Activity Management: Ability to manage large opportunity pipelines while consistently prospecting into new accounts.
Ownership Mindset: Self-starter who takes initiative and drives targets and projects from beginning to end.
Process Orientation: Proactively identifies and improves inefficient processes.
Professional Communication: Excellent, respectful verbal and written communication skills, both internally and externally.
Technical Proficiency: Experience with web-based technologies such as SFDC, Outreach, CXOne, Google Workspace, and similar platforms.
Team Collaboration: Consummate team player who enjoys wearing multiple hats and elevating those around them.
Resourcefulness: Strong problem-solving skills and effective use of available resources.
AI & Workflow Optimization: proactive in leveraging AI tools such as Glean, ChatGPT, and other emerging resources to improve call preparation, messaging, and daily workflows; motivated to drive efficiency, continuously refine processes, and operate with a “work smarter” mindset.

Our cash compensation range for this role is $82,000 - $97,000 OTE in Denver, Atlanta, Phoenix, Las Vegas, Chicago and most remote locations. Remote locations will vary based on our geographical pay approach. This OTE is structured with a target 60% base pay and 40% commission pay with an uncapped commission structure. Final offer amounts are determined by multiple factors, including candidate location, 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.

Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer.

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

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...