Sales Associate

About Gusto 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. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve. All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy . AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process. About the Role: Your role will be to help small business customers choose Gusto. Interacting with customers who sign up on our website via email, chat, and live phone interactions, you’ll help match our people platform offering to their specific business needs, exercising advisory sales skills. You’ll help them navigate an important onboarding process, demonstrating sophisticated customer success skills. Our team of over a hundred sales professionals includes folks practices across all channels and with different types of customers, but we all share deep passion and commitment to solutions selling: our company exists to solve problems for small businesses, and our sales team is a vital front door for small businesses who need and love our solutions. We have communal goals, a team spirit, and company leadership that cares about selling the right way. Shift & Schedule: This role begins with a mandatory training period from August 3 - August 21, held Monday through Friday, 9:00 AM - 5:00 PM MST. The week of August 17 - 21 includes an in-person training in Denver, CO. Post training, our operating hours run from 6:00 AM to 6:00 PM Mountain Time. You'll be assigned to an 8-hour shift (including a 30-minute lunch break and a 90-minute chat shift) within those hours, with shifts ranging from 6:00 AM - 3:30 PM MT to 9:30 AM - 6:00 PM MT. Schedules are set in 90-day blocks and assigned through a performance-based bidding system, with priority given to top performers. Here’s what you’ll do day-to-day: Manage Inbound Volume: Handle high volume & high velocity inbound calls, chats and emails to customers at different points in the customer journey: discovery, qualification, sales, decision and onboarding Keep Clean Records: Maintain accurate notes in Salesforce for all leads worked Be a Trusted Advisor: Help customers select Gusto as a payroll platform Support Onboarding: Guide customers through account setup and initial onboarding Exhibit Customer Empathy: Demonstrate product knowledge and care for every customer interaction Master Advisory Selling: Exercise and refine solutions selling skills for small businesses Grow at Gusto: Participate in community and career development opportunities Use AI-powered workflows as a core part of how you sell: running assigned tools daily, surfacing friction and inefficiencies as you find them, and collaborating with your team to influence what gets built or improved next Here’s what we're looking for: Sales Experience: 1 year minimum previous experience working in a high volume sales or customer service environment where you were cross selling, up-selling, or maintaining a quota / KPIs. Customer-First Mindset: A commitment to customer empathy and ethical business practices Drive to Excel: Passion to achieve goals and improve your craft Strong Communicator: Excellent communication skills both via phone and email/chat Adaptable & Driven: Motivated by challenge and adaptable to change AI: Proven, day-to-day experience integrating AI into how you work — across writing, research, prep, and summarization as a