Manager, Expansion Account Manager

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.

Locations:
Denver, CO;
Atlanta, GA;
Chicago, IL;
Phoenix, AZ

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  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.

As a Leader of Expansion Account Management, you will coach, motivate, and scale a high‑impact team, driving sales execution, pipeline growth, and revenue expansion. You will also optimize processes, implement data‑driven strategies, and work cross‑functionally to improve customer loyalty and maximize revenue.

The Account Management team at Gusto is dedicated to helping small businesses maximize their success by driving engagement, retention, and expansion. We are looking for a high‑performing sales leader to manage and develop a team of Expansion Account Managers focused on expansion revenue and customer retention. This team is responsible for proactively identifying growth opportunities within our existing customer base—upselling and cross‑selling Gusto’s suite of products while ensuring long‑term customer value and retention.

• Lead and develop a high‑performing Expansion Account Management team focused on revenue growth and retention.
• Drive goal setting, sales strategy, and hands‑on coaching to exceed expansion and retention targets.
• Foster a culture of accountability, continuous learning, and data‑driven performance.
• Drive expansion revenue through proactive outreach and product‑driven insights across Gusto’s customer base.
• Lead pipeline management, forecasting, and team quota attainment while refining upsell playbooks.
• Optimize sales processes and KPIs to scale cross‑sell efforts and improve engagement strategies.

• Leverage customer data to refine segmentation, targeting, and sales strategies.
• Implement tools and workflows to boost sales productivity and efficiency.
• Use CRM and analytics to track performance, uncover trends, and guide strategic decisions.

• Revenue Growth & Sales Execution – 3+ years leading high‑performing SaaS/tech account management or sales teams; proven in driving expansion revenue, retention, and quota attainment
• Operational Excellence & Strategy – Leverages customer data, tools, and CRM analytics to refine targeting, boost productivity, and guide strategic decisions
• Data & Analytics Expertise – Advanced in Excel modeling, data analysis, and identifying key performance metrics
• Skilled in outbound sales motions, upsell, and cross‑sell strategies
• Strong analytical mindset; uses data to optimize sales motions and measure impact
• Expertise in sales coaching, pipeline management, and consultative selling
• Thrives in fast‑paced, high‑growth environments with strong change management skills
• Excellent cross‑functional communication and influence abilities
• Proficient in CRM tools (Salesforce preferred) and sales enablement platforms
• Proven, day‑to‑day experience integrating AI into how you work - across writing, research, prep, and summarization as a core part of your workflow, with a track record of giving clear, useful feedback that helps improve your tools and processes.

Our cash compensation range for this role is $144,000 to $176,000 OTE in Denver, Atlanta & Chicago. $127,000 to $155,000 OTE for Phoenix. Final offer amounts are determined by multiple factors including candidate location,…