This is a unique opportunity to join a lean legal team at Astranis, a leading satellite communications company. As a Government Contracts Manager, you will support Astranis's compliance activities, manage USG contract administration, and execute policy and regulatory strategies in support of Astranis business priorities.
\nThe ideal candidate has both business and legal training, as well as customer-facing experience with the civil space community, including NASA and the Department of Defense. You will work closely with Astranis senior management, program management, engineering, operations, and legal team.
\nRole:
\nRequirements:
\nBonus:
\nWhat we offer:
\nAll our positions offer a compensation package that includes equity and robust benefits. Base pay is just one component of Astranis's total rewards package. Your compensation also includes a significant equity package via incentive stock options, high-quality company-subsidized healthcare, disability and life insurance, 401(k) retirement planning, flexible PTO, and free on-site catered meals.
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\nAt 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.
\nWith 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.
\nAll 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.
\nAI 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.
\nMid-Level Retirement Account Executive (401k Sales)
\nAs a Mid-Level Retirement Account Executive at Gusto, you will support small and mid-sized businesses by helping them adopt, expand, and convert 401(k) and retirement plans.
\nIn this role, you’ll act as a consultative retirement advisor, engaging customers through a blend of inbound opportunities and targeted outbound outreach into high-propensity accounts within Gusto’s existing customer base.
\nYou’ll lead structured, compliant sales conversations, guide customers through decision steps, and move opportunities toward closure using defined workflows and AI-enabled tools.
\nThis role focuses on high-volume SMB deal cycles, while also supporting slightly more complex mid-sized customers that require deeper discovery and coordination.
\nYou’ll guide business owners through retirement decisions by educating them on plan options, compliance basics, tax advantages, and employee benefits,driving meaningful ARR growth while building strong sales fundamentals.
\nKey Responsibilities
\nInbound & Targeted Outbound Retirement Sales Motion
\nManage a mix of consultative inbound retirement opportunities and targeted outbound outreach into high-propensity customer segments
\nExecute a structured, insight-led outbound motion into Gusto’s customer base, tailoring outreach based on company maturity, payroll signals, benefits footprint, and prior engagement history.
\nOwn high-volume SMB retirement sales cycles from discovery through close, with exposure to moderately complex mid-size customer deals
\nOwn the end-to-end sales process for high-propensity SMB accounts, from initial discovery of retirement needs to final plan adoption and “Plan Sponsor” authorization.
\nLeverage AI-powered tools to prioritize opportunities, personalize follow-ups, and reduce administrative work
\nConsultative Retirement Engagement
\nConduct daily consultative retirement conversations to understand customer goals related to hiring, retention, tax strategy, and compliance
\nEducate customers on 401(k) basics, plan design options, pricing, employer match considerations, and conversion timelines
\nClearly articulate the value of Gusto’s retirement solution as a simple, modern alternative to legacy providers
\nCompetitive Plan Migration & Switcher Management
\nPartner with customers who maintain existing 401(k) plans with external providers and are seeking to migrate to Gusto’s Retirement platform
\nLead discovery to collect and review existing plan documentation, contracts, and service agreements, ensuring a clear understanding of plan structure, pricing, and fiduciary obligations
\nCollaborate closely with Gusto’s Legal, Compliance, and Retirement Operations teams to design a compliant switcher strategy that meets regulatory requirements and platform capabilities
\nGuide customers through the end-to-end plan switcher process, setting clear expectations, mitigating risk, and ensuring a seamless transition to Gusto’s retirement offering
\nPipeline Management & Sales Execution
\nMaintain an organized retirement sales pipeline in Salesforce, including accurate call notes, opportunity updates, and follow-up tasks
\nSupport forecasting accuracy by keeping pipeline stages and close dates up to date
\nPartner cross-functionally with Retirement Product, Marketing, Operations, and Compliance to ensure smooth deal handoff and onboarding
\nMarket Insight & Customer Feedback
\nCapture complex customer questions, objections, and competitive insights from daily conversations
\nShare feedback with leadership and cross-functional partners to help refine messaging, sales plays, and enablement
\nQuota Ownership & Performance Accountability
\nOwn and work toward achieving a monthly ARR quota driven by new 401(k) sales, plan switchers, and customer expansion
\nOperate with consistency and urgency in a high-activity, high-expectation sales environment
\nContinuous Improvement & Team Contribution
\nParticipate in daily team huddles and 1:1s to review priorities, pipeline, and skill development areas
\nActively seek coaching and apply feedback to improve discovery, objection handling, and close rates
\nContribute to team success by sharing learnings, talk tracks, and wins
\nHere’s What We’re Looking For
\n2-4 years of quota-carrying sales experience as an Account Executive, Account Manager, or similar role
\nPrior experience with outbound prospecting, including calls and email-based outreach
\nExperience in SaaS, benefits, fintech, or financial services preferred
\nInterest in or exposure to 401(k), retirement, or benefits sales is a plus
\nFamiliarity with Salesforce CRM and sales engagement tools
\nStrong communication, organization, and time-management skills
\nLearner’s mindset with a deep commitment to continued growth and development
\nMotivation to thrive in a fast-paced, metrics-driven role while helping small businesses support their employees’ financial futures
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