Sales Engineer
Gusto · Denver, CO - Hybrid; New York, NY - Hybrid; San Francisco, CA - Hybrid; Scottsdale, AZ - Hybrid
About this role
**Sales Engineer — Gusto** **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). Offer amounts are determined by role, level, and location. Gusto also expects team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. --- **About the Role** This is a highly customer-facing role at the intersection of engineering, solution architecture, agentic AI, and customer delivery. You’ll work directly with stakeholders and own technical discovery for ongoing opportunities end to end. Once a deal is qualified, you’ll scope, build, embed with the client, and write the code yourself—code that holds up against real tax and jurisdiction data (not a prototype you clean up later). What you ship only counts once the client is paying, it’s live, and it’s measurably cutting manual work (hours saved, tickets deflected, risk reduced). You should be comfortable speaking with both technical and executive stakeholders, moving quickly from problem discovery to prototype, and turning complex workflows into production-ready agents and multi-agent systems. --- **Here’s what you’ll do day-to-day** - **Scope & Qualify:** Provide Sales with a technical feasibility read early on ambiguous Enterprise opportunities, then own scoping the compliance challenge once the deal is sales-qualified. - **Define the Problem:** Lead requirements gathering on complex, ambiguous opportunities so Sales, Product, and Engineering align. - **Prove It First:** Build a working proof-of-concept of the proposed agent when feasibility is needed before committing to the full build. - **Make the Business Case:** Translate deployments into a business case (hours saved, risk reduced, compliance simplified). - **Own the Build:** Embed with clients and write the code yourself so it runs their compliance decisions—not just integrations. - **Clear the Blockers:** Diagnose and fix data issues, jurisdiction mapping, and tax ID reconciliation to get to production. - **Bridge the Gap:** Keep technical and business stakeholders aligned as requirements evolve mid-engagement. - **Own the Handoff:** Deliver the build and a runbook for Client Success to run without looping back. - **Close the Loop:** Feed structured signals from sales and build motions back into product and go-to-market strategy (including infrastructure gaps). - **Create Implementation Playbooks:** Produce solution patterns, demo flows, and deployment documentation to speed up future deployments. --- **Here’s what we’re looking for** - **5+ years** hands-on experience in a customer-facing technical role (e.g., Forward Deployed Engineer, Solutions Engineer, AI Engineer, Implementation Engineer, Solutions Architect, Technical Consultant, or similar). - Proven track record shipping **production systems** in ambiguous, client-facing environments, including: - REST APIs, webhooks, event-driven systems, auth patterns, data modeling, idempotency, and failure modes. - Production systems in highly regulated categories (payroll/tax/compliance) with enough fluency to speak directly w
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