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About Gusto
At Gusto we're 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 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.
About the Team:
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.
Here’s what you’ll do day-to-day:
Leadership & Team Performance
- 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.
Revenue Growth & Sales Execution
- 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.
Operational Excellence & Strategic Execution
- 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.
Here’s what we're looking for:
- Revenue Growth & Sales Execution – 3+ years leading high-performing SaaS/tech account management or sales teams; proven in driving expansion revenue retention and quota attainment
- Operational Excellence & Strategy – Leverages customer data tools and CRM analytics to refine targeting boost productivity and guide strategic decisions
- Data & Analytics Expertise – 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.
Our cash compensation range for this role is $144000 to $176000 OTE in Denver Atlanta & Chicago. $127000 to $155000 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 Gusto's 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 it's 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.
Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer.
Personal information collected and processed as part of your Gusto application will be subject to Gusto's Applicant Privacy Notice.
Skills Required
- 3+ years leading high-performing SaaS/tech account management or sales teams
- Proven track record driving expansion revenue retention and quota attainment
- Advanced Excel modeling and data analysis
- Proficient with CRM tools and analytics (Salesforce preferred)
- Experience with sales enablement platforms
- Skilled in outbound sales motions upsell and cross-sell strategies
- Expertise in sales coaching pipeline management and consultative selling
- Strong analytical mindset; uses data to optimize sales motions and measure impact
- Excellent cross-functional communication and influence abilities
- Proven day-to-day experience integrating AI tools into workflow
- Salesforce (explicitly preferred)
What the Team is Saying
Gusto Compensation & Benefits Highlights
- Affordable Benefits—Healthcare premiums are heavily subsidized with full employee coverage and significant dependent contributions lowering out-of-pocket costs.
- Parental & Family Support—Generous paid parental leave and substantial fertility benefits plus adoption support and return-to-work programs demonstrate a strong family-support posture.
- Leave & Time Off Breadth—Paid vacation sick time holidays paid leaves and a formal sabbatical provide broad time-off options that encourage rest and balance.
Gusto Insights
What We Do
Gusto is a modern online small business platform that helps small businesses take care of their teams. On top of full-service payroll Gusto offers health insurance 401(k)s expert HR and team management tools. Today Gusto offices in Denver San Francisco and New York serve more than 400000 businesses. 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 it's 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.
Why Work With Us
We help small businesses—the backbone of the economy—thrive. Everything we do ladders up to empowering entrepreneurs and supporting their teams. Gusto empowers builders at every level to take initiative and make things better. You'll be solving meaningful challenges that shape the future of work.
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Gusto Teams
Gusto Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
We’ve built an inclusive connected culture—no matter where you live. Whether near an office or remote you’ll find opportunities to connect grow and belong. Employees work from the office on 2 designated days per week.
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