Head of PEO Sales
WFA Digital Insight
As the remote job market continues to grow, with 34% of companies planning to go fully remote by 2027, demand for skilled sales leaders in the PEO space is on the rise. Gusto, a leader in payroll and HR solutions, is looking for a Head of PEO Sales to build and lead their sales function from the ground up. With the company's existing install base of over 400,000 customers, this role offers a unique opportunity to drive revenue growth and make a lasting impact. Candidates should be prepared to bring their A-game, with expertise in Salesforce, Adjust, and Excel, as well as a passion for building and leading high-performing sales teams.
Job Description
About the Role
The Head of PEO Sales will be responsible for driving new revenue by selling Gusto's co-employment solution to both prospects and existing customers. This is a unique opportunity to build a sales function from scratch, with the goal of establishing Gusto as a leader in the PEO space. The successful candidate will have a strong background in sales leadership, with experience in building and managing high-performing sales teams.In the first 6-12 months, the Head of PEO Sales will operate as a player-coach, carrying a personal book of business while building the team and infrastructure around them. This will involve defining the ideal customer profile, building out the sales stages and pipeline architecture in Salesforce, and establishing the channel strategy.
What You Will Do
- Sell and build simultaneously, carrying a personal book of business while building the team and infrastructure around you
- Design the sales motion from scratch, defining sales stages, lead routing, funnel metrics, and pipeline architecture in Salesforce
- Own the full talent lifecycle, partnering with Recruiting to define hiring profiles, run interviews, and select top PEO sales talent
- Build and leverage the channel ecosystem, developing a point of view on broker, GA, and accountant referral channels
- Convert the install base, developing the playbook for converting Gusto's existing customers to PEO sales
- Define the ideal customer profile and build out the sales stages and pipeline architecture in Salesforce
- Establish the channel strategy, including broker and accountant referral partnerships
- Partner closely with HR, benefits, and payroll counterparts to deliver a seamless customer experience
- Continuously assess team capacity and stay ahead of headcount needs
- Develop a point of view on scalable new business and drive revenue growth
What We Are Looking For
- 5+ years of experience in sales leadership, with a focus on building and managing high-performing sales teams
- Strong background in PEO sales, with experience in selling co-employment solutions to both prospects and existing customers
- Expertise in Salesforce, Adjust, and Excel
- Proven track record of driving revenue growth and establishing sales functions from scratch
- Strong understanding of the PEO space and the competitive landscape
- Ability to build and leverage relationships with key stakeholders, including brokers, GAs, and accountants
- Strong communication and leadership skills, with the ability to inspire and motivate high-performing sales teams
Nice to Have
- Experience in building and managing remote sales teams
- Knowledge of the payroll and HR solutions space
- Familiarity with Gusto's products and services
- Experience in working with cross-functional teams, including HR, benefits, and payroll
Benefits and Perks
- Competitive salary and benefits package
- Opportunity to build and lead a high-performing sales team
- Collaborative and dynamic work environment
- Flexible work arrangements, including remote work options
- Access to cutting-edge sales tools and technology
- Professional development and growth opportunities
How to Stand Out
- Make sure to highlight your experience in PEO sales and sales leadership on your resume and in your cover letter
- Be prepared to talk about your strategy for building and leveraging relationships with key stakeholders, including brokers, GAs, and accountants
- Familiarize yourself with Gusto's products and services, and be prepared to discuss how you can drive revenue growth and establish the sales function from scratch
- Showcase your expertise in Salesforce, Adjust, and Excel, and be prepared to provide examples of how you have used these tools to drive sales success
- Be prepared to discuss your experience in building and managing high-performing sales teams, and how you can inspire and motivate team members to achieve their goals
- Research the company culture and values, and be prepared to discuss how you can contribute to and thrive in a collaborative and dynamic work environment
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