Expansion Account Manager

Gusto•Chicago, AZ

10d•$95,000 - $125,000•Hybrid

About The Position

At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff—like payroll, health insurance, 401(k)s, and HR—so owners can focus on their craft and customers. With teams in Denver, San Francisco, and New York, we’re proud to support more than 400,000 small businesses across the country, and we’re building a workplace that represents and celebrates the customers we serve. Learn more about our Total Rewards philosophy . About the Role: We are looking for a strategic and results-driven Account Manager to own customer relationships, maximize retention, and drive account expansion within a dedicated Book of Business (BoB). This role requires a balance of Sales, Customer Success, and Account Management skills to ensure customers realize the full value of Gusto’s products while identifying new opportunities for growth.

Requirements

Proven 3+ years experience in B2B SaaS Customer Success, Account Management, or Sales with a track record of driving retention and expansion revenue.
Experience in managing a large book of business and operating at scale.
Strong ability to analyze customer data, assess account health, and execute targeted outreach.
Excellent relationship management and communication skills with a consultative, customer-first approach.
Deep understanding of Gusto’s products and the ability to translate customer pain points into tailored solutions.
A strategic mindset with the ability to prioritize, adapt, and execute in a fast-paced environment.

Responsibilities

Account Management & Customer Success Manage a dedicated BoB, ensuring high engagement, adoption, and long-term customer satisfaction at scale.
Build and nurture relationships to uncover cross-sell and upsell opportunities.
Guide customers through key moments that matter along our customer journey to maximize value realization, drive expansion, and proactively reduce churn.
Leverage product insights and customer data to assess account health and drive proactive outreach.
Sales & Opportunity Identification Identify and execute on growth opportunities by addressing additional customer pain points with Gusto’s suite of products.
Utilize a hunter and farmer approach to both maintain and expand customer relationships.
Own outbound prospecting, pitching, and closing within existing accounts to drive revenue growth.
Daily activities include conducting approximately 20 outbound dials to your current book of business.
Hold around 6 meetings with your customers each day to support relationship development and drive expansion revenue goals.
Prioritization & Agility Use data-driven insights to prioritize accounts, ensuring focus on the highest-impact opportunities.
React quickly to customer needs while maintaining a proactive, strategic approach to retention and expansion.
Align with internal teams to ensure customers receive best-in-class service and product solutions.