Benefits Advisor

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, so you'll need to be available and able to commute onsite for the duration of that period.

Following the 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 a group of licensed benefits experts who serve as trusted partners to employers, helping them understand their options and make informed decisions for their teams. As a Licensed Dedicated Advisor, you'll work closely with employers throughout their benefits journey — from renewals to plan selection to mid- year changes — ensuring they have the right coverage in place. Beyond advising, our team manages customer pipelines, identifies opportunities to expand client benefits packages, and partners with internal teams to continuously improve the employer experience. Together, we're not just simplifying benefits — we're helping 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, serving as their primary point of contact for all benefits-related needs
• Drive retention by delivering strong renewal experiences that keep clients on Gusto year over year
• Track and manage your book's performance metrics including retention rate and renewal revenue

Lead the Renewal Process End-to-End

• Guide employers through the annual renewal cycle — from pre-renewal outreach through plan selection and enrollment
• Evaluate plan options and provide recommendations that meet each client's needs, leveraging established benchmarking resources and internal guidance
• Translate the complicated language of health insurance into clear, simple concepts that empower employers to make confident decisions
• Partner with carriers and internal teams to resolve issues and ensure seamless renewals

Identify Revenue Growth Opportunities

• Surface opportunities to expand client benefits packages with ancillary lines of coverage (dental, vision, life, disability, HSA/FSA, and other Tax Advantaged accounts)
• Understand each employer's goals and recommend benefits solutions that help them attract and retain talent
• Support the expansion process by engaging key stakeholders and navigating the customer buying process with guidance from senior advisors or leadership as needed

Deliver Exceptional Service

• Manage phone and email communications with professionalism and urgency
• Effectively juggle multiple client priorities and deadlines to meet both customer and carrier timelines
• Maintain up-to-date knowledge of industry trends, benchmarking data, and regulatory changes to provide accurate guidance
• Consistently meet established service-level agreements (SLAs) and performance standards
• Leverage AI and other tools where applicable to drive workflow efficiencies and to provide exceptional service

Here’s what we're looking for:

Experience

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

Licensing

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

Skills & Attributes

• Customer- first mindset: Does what's in the best interest of the customer while balancing business outcomes; delivers difficult news confidently and with solutions
• Clear communicator: Excellent written and verbal skills; can distill complex benefits concepts into clear, approachable guidance via phone and email
• Time management pro: Can manage competing customer deadlines and deliverables effectively; regularly prioritizes work to meet SLAs
• Self-reliant problem solver: Uses available resources to troubleshoot before escalating; takes initiative to find solutions even without a clear roadmap
• Comfort with ambiguity: Thrives in a fast- paced environment; adapts quickly when business needs shift
• Growth mindset: Passionate about improving the customer experience and continuously developing your craft through learning and AI-fluency

At Gusto, we strive to provide rewards that empower employees to achieve their financial and personal goals. We offer competitive compensation packages with a strong emphasis on equity based compensation (ownership in Gusto). To learn more about Gusto’s compensation philosophy and benefits offerings please view our Total Rewards Approach page.

Our target on-target earnings (OTE) compensation for this role is $80,835/year to $99,025/year in Denver and $75,633/year to $92,650/year in Phoenix. This OTE is structured with a target 80% base pay and 20% commission structure. Final offer amounts and the exact base/commission split are determined by multiple factors including candidate location, experience, and expertise and may vary from the amounts listed above.