About the position
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. As a Manager of the Account Management team, 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.
Responsibilities
- Inspire, lead, and develop a team of high-performing Expansion Account Managers focused on revenue growth and retention.
- Set clear goals and drive a sales-first mindset, ensuring the team meets and exceeds expansion revenue and retention targets.
- Provide hands-on coaching in sales strategy, consultative selling, and negotiation to optimize performance.
- Develop a culture of accountability, continuous learning, and data-driven decision-making.
- Recruit, train, and mentor top account management talent to scale the team and sustain growth.
- Own and drive expansion revenue across Gusto’s existing customer base through proactive outreach as well as leveraging Product signals and insight.
- Develop and refine outbound and upsell playbooks to maximize conversion rates.
- Drive pipeline management, forecasting, and quota attainment for the team.
- Establish a scalable sales process for identifying and closing upsell and cross-sell opportunities.
- Monitor KPIs and team performance, leveraging insights to continuously optimize outreach and engagement strategies.
- Analyze customer data and buying patterns to refine segmentation, targeting, and sales motions.
- Implement tools and workflows that improve sales productivity and operational efficiency.
- Partner with Sales, Marketing, Product, and CX teams to align account management strategies with broader company goals.
- Use CRM and analytics platforms to track success, identify trends, and inform strategic decisions.
- Develop and report on dashboards that measure revenue impact, pipeline health, and growth opportunities.
Requirements
- 3-5+ years of experience leading high-performance account management or sales teams, ideally in a SaaS or tech environment.
- Proven success in driving expansion revenue, customer retention, and quota attainment.
- Experience in outbound/proactive sales motions, with a strong understanding of upsell and cross-sell strategies.
- Strong analytical mindset—able to use data to drive decision-making, optimize sales motions, and measure impact.
- Expertise in sales coaching, pipeline management, and consultative selling.
- Ability to thrive in a fast-paced, high-growth environment and manage change with agility.
- Strong communication and influence skills to collaborate effectively across teams.
- Experience with CRM tools (Salesforce preferred) and sales enablement platforms.
Benefits
- Competitive salary range of $127,000 to $170,000 OTE.
- Flexible work environment with office expectations of 2-3 days per week for employees in Denver, San Francisco, and New York City.
- Commitment to diversity and inclusion in hiring practices.
