Benefits Advisor

Location: Denver, CO; Phoenix, AZ

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:

Gusto's Advising team helps small businesses navigate health benefits with confidence. As a Licensed Dedicated Advisor (L3), you'll manage a portfolio of employer clients — guiding them through the benefits renewal process, helping them evaluate their plan options, and ensuring they have a benefits package that supports their team. You'll own the renewal process end-to-end, drive client retention, and identify opportunities to expand coverage across health, dental, vision, life, disability, and supplemental benefits.

Location & Training Requirements:

This role is hiring in Denver, CO and Phoenix, AZ only. Candidates must be located in or able to commute within the Denver or Phoenix metro areas. All new hires will complete an onsite training program at their local office during their first 4–6 weeks of employment. Training is fully in-person, 5 days a week; candidates must be available and able to commute onsite for this period. Following training, candidates will be expected to adhere to Gusto's hybrid policy where Gusto has physical office spaces.

About the Team:

At Gusto, our Advising team plays a crucial role in helping small businesses navigate the often complex world of health benefits. We're licensed benefits experts who serve as trusted partners to employers throughout their benefits journey — from renewals to plan selection to mid-year changes — ensuring they have the right coverage in place. Our team manages customer pipelines, identifies opportunities to expand client benefits packages (health,dental vision life insurance etc.),and partners with internal teams to improve employer experience.Together we help small businesses offer competitive people-first benefits that support happier healthier teams.

Here’s what you’ll do day-to-day:

Own Your Book of Business

Manage a portfolio of small group employer clients as primary contact for all benefits-related needs
Drive retention by delivering strong renewal experiences keeping clients on Gusto year over year
Track/manage book performance metrics including retention rate and renewal revenue

Lead the Renewal Process End-to-End

Guide employers through annual renewal cycle: pre-renewal outreach through plan selection/enrollment
Evaluate plan options; provide recommendations leveraging benchmarking resources/internal guidance
Translate complicated health insurance language into clear concepts empowering confident decisions
Partner with carriers/internal teams to resolve issues ensuring seamless renewals

Identify Revenue Growth Opportunities

Surface opportunities to expand client benefits packages with ancillary coverage lines (dental vision life disability HSA/FSA)
Understand employer goals; recommend benefits solutions aiding talent attraction/retention
Support expansion by engaging stakeholders/navigating buying process with guidance from senior advisors/leadership

Deliver Exceptional Service

Manage phone/email communications professionally with urgency
Juggle multiple client priorities/deadlines meeting customer/carrier timelines
Maintain up-to-date knowledge of industry trends/benchmarking data/regulatory changes for accurate guidance
Consistently meet service-level agreements (SLAs) and performance standards
Leverage AI/tools where applicable for workflow efficiencies and exceptional service

Here’s what we're looking for:

Experience

4–6 years customer-facing experience; health insurance or benefits experience preferred
Experience managing customer pipeline/book of business/portfolio-based workstreams
Track record retaining customer relationships/delivering strong service outcomes
Familiarity with small group health insurance products is a plus; willingness to develop expertise quickly essential

Licensing

Active Life and Health Producer License required (or ability to obtain prior to start date)

Skills & Attributes

Customer-first mindset: balances customer best interest with business outcomes; delivers difficult news confidently with solutions
Clear communicator: excellent written/verbal skills; distills complex benefits concepts into clear guidance via phone/email
Time management pro: manages competing deadlines/deliverables effectively; prioritizes work regularly to meet SLAs
Self-reliant problem solver: uses resources before escalating; takes initiative finding solutions without clear roadmap
Comfort with ambiguity: thrives in fast-paced environment; adapts quickly when business needs shift
Growth mindset: passionate about improving customer experience; continuously develops craft through learning and AI-fluency

Compensation & Benefits:

Gusto offers competitive compensation packages emphasizing equity-based compensation (ownership in Gusto). Target On-target Earnings (OTE):

Denver: $80 835/year to $99 025/year
Phoenix: $75 633/year to $92 650/year

OTE structured as target 80% base pay + 20% commission.Final offer amounts depend on location/experience/expertise. All full-time employees receive competitive base pay plus benefits and equity (RSUs).

Remote Work Allowance / Employment Type / Experience Level:

Employment type implied full-time.
Location requirement: Must be located or able to commute within Denver or Phoenix metro areas.
Training requires fully onsite attendance first 4–6 weeks.
Post-training hybrid work policy applies: Employees expected in office approximately 2–3 days per week.
Remote work allowed only when approved outside office locations; requires secure/reliable internet connection.

Skills Mentioned Explicitly or Implicitly:

Health insurance knowledge (small group products preferred)
Customer relationship management / retention skills
Portfolio/book of business management skills
Communication skills (written/verbal)
Time management/prioritization skills
Problem-solving skills / self-reliance
Ability to translate complex insurance concepts simply
Ability to work under ambiguity / fast-paced environment
Growth mindset / continuous learning
AI fluency / use of AI tools for workflow efficiency
Licensing: Active Life and Health Producer License (or ability to obtain)

Summary:

title: Benefits Advisor, locations: Denver CO Phoenix AZ, hybrid remote after initial onsite training, employment type: full-time, middle experience level, salary range category: "80k_120k", skills list comprehensive as above, application url: https://job-boards.greenhouse.io/gusto/jobs/7858835