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Salary: USD 127,000 - 176,000 / annual
Gusto is seeking a Manager of Expansion Account Management to lead a high-performing team focused on driving revenue growth and customer retention within the existing customer base. You will coach and develop Expansion Account Managers, optimize sales processes, and implement data-driven strategies to maximize expansion revenue through upselling and cross-selling Gusto's suite of products.
Day-to-day responsibilities include leading and developing a team focused on expansion revenue and retention, setting goals, providing hands-on coaching, and fostering a culture of accountability and continuous learning. You'll drive expansion revenue through proactive outreach and product-driven insights, manage pipeline forecasting, refine upsell playbooks, and optimize sales processes and KPIs to scale cross-sell efforts. You'll leverage customer data to refine segmentation and targeting strategies, implement tools and workflows to boost sales productivity, and use CRM and analytics to track performance and guide strategic decisions.
The ideal candidate has 3+ years leading high-performing SaaS/tech account management or sales teams with proven success in driving expansion revenue, retention, and quota attainment. You should be advanced in Excel modeling and data analysis, skilled in outbound sales motions, upsell and cross-sell strategies, and experienced in sales coaching and pipeline management. Strong analytical mindset, consultative selling expertise, and proficiency in CRM tools (Salesforce preferred) are essential. You thrive in fast-paced, high-growth environments, communicate effectively cross-functionally, and have proven experience integrating AI into your daily workflow across writing, research, and analysis.
Gusto supports over 500,000 small businesses nationwide with payroll, health insurance, 401(k)s, and HR solutions. The company has offices in Denver, San Francisco, and New York, with hybrid work expectations of 2-3 days per week in the office for those in designated locations.
