Expansion Account Manager Leader

About Gusto

At Gusto were 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 500000 small businesses nationwide and are building a workplace that reflects the people we serve.

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 at Gusto. We 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.

About the Role

As the Leader of Account Management youll manage a team of 12 Account Managers who own the full customer lifecycle post-sale from value based selling through to activation and adoption. The measure of success in this role is Net Dollar Retention: durable expansion revenue value realization and retention. This is a people-leadership role first youll coach your team toward AI-native ways of working not just AI-aware and hold a genuinely high performance bar for a team built to own outcomes end to end.

About the Team

The Account Management team helps small businesses get real value out of Gustos products. Each team understands their entire book of business and anticipates their needs identifies growth opportunities as they occur builds and develops pipeline and positions the right solution for each customer. From there they drive activation and adoption leading to customer value realization and retention. Youll join a peer group of experienced leaders and should expect your teams size and scope to grow over time as we continue investing in this team.

Heres what youll do day-to-day:

Leadership & Team Performance

• Lead and develop a high-performing Account Management team holding a high bar for both value based selling revenue results and coaching quality.
• Run a weekly cadence of forecast calls pipeline review and activity coaching (dials connects and other lead indicators) that ties directly to revenue outcomes.
• Drive goal setting sales strategy and hands-on coaching to exceed expansion and retention targets.
• Set and drive team-level AI adoption goals; model AI-fluent workflows for your team.

Revenue Growth & Full-Lifecycle Ownership

• Build and manage a proactive outbound motion that drives expansion revenue across your teams book.
• Ensure your team stays engaged post-sale driving product activation adoption and utilization to convert expansion into durable retention.
• Optimize sales processes and KPIs across the full funnel from expansion to retention.

Operational Excellence & Strategic Execution

• Leverage customer and usage data to refine segmentation targeting and account strategy.
• Know your numbers: report pipeline forecast and performance data up to the business clearly and regularly.
• Implement tools and workflows including AI to boost team productivity and efficiency with quality.

Heres what were looking for:

• 5 years leading high-performing SaaS/tech Account Management or Sales teams with a track record of driving expansion revenue retention and quota attainment.
• Proven ability to own the full customer lifecycle from outbound prospecting and value based - consultative selling through post-sale activation and adoption strategies that drive measurable retention.
• Expertise in value based selling sales coaching pipeline management and forecasting.
• Comfortable holding a consistent high performance bar.
• Strong business acumen able to produce pipeline forecasting and performance data and use it to coach a team and report clearly to leadership.
• Thrives in fast-paced high-growth environments with strong change management skills.
• Excellent cross-functional communication and influence abilities.
• Proven day-to-day experience integrating AI into how you work and lead. Track record of driving AI adoption and fluency within a team.

Our cash compensation range for this role is $144000 to $220000 OTE in Denver & Atlanta. $127000 to $213000 OTE for Phoenix. Final offer amounts are determined by multiple factors including candidate location experience and expertise and may vary from the amounts listed above.

Gusto has physical office spaces in Denver San Francisco and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role). The same office expectations apply to all Symmetry roles Gustos subsidiary whose physical office is in Scottsdale.

Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas.

When approved to work from a location other than a Gusto office a secure reliable and consistent internet connection is required. This includes non-office days for hybrid employees.

Our customers come from all walks of life and so do we. We hire great people from a wide variety of backgrounds not just because its the right thing to do but because it makes our company stronger. If you share our values and our enthusiasm for small businesses you will find a home at Gusto.

Gusto is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race color religion national origin age sex (including pregnancy childbirth or related medical conditions) marital status ancestry physical or mental disability genetic information veteran status gender identity or expression sexual orientation or other applicable legally protected characteristic. Gusto considers qualified applicants with criminal histories consistent with applicable federal state and local law. Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey please fill out this form and a member of our team will get in touch with you.

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