Manager, Expansion Account Manager

Gusto, Inc.•Atlanta, GA

1d•$127,000 - $199,341•Hybrid

About The Position

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.

Requirements

3+ years leading high-performing SaaS/tech account management or sales teams
Proven in driving expansion revenue, retention, and quota attainment
Leverages customer data, tools, and CRM analytics to refine targeting, boost productivity, and guide strategic decisions
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.

Responsibilities

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.