Job Description
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:
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.
Key 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.
- Use AI-powered workflows as a core part of how you sell: running assigned tools daily surfacing friction and inefficiencies as you find them and collaborating with your team to influence what gets built or improved next.
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.
Here’s what we're looking for:
- 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.
- 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.
If you're passionate about driving customer success maximizing retention and uncovering growth opportunities we’d love to hear from you!
Our cash compensation range for this role is $95000 to $125000 OTE in Denver Atlanta Phoenix Chicago and most remote locations. Remote locations will vary based on our geographical pay approach. 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.
What the Team is Saying
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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Date Posted
04/29/2026
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