Hybrid opportunity at
GustoExpansion Account Manager Leader
Gusto provides HR, payroll, health insurance, and retirement services to help more than 500,000 small businesses operate efficiently. The company is currently hiring for an Expansion…
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About This Role
Gusto provides HR, payroll, health insurance, and retirement services to help more than 500,000 small businesses operate efficiently. The company is currently hiring for an Expansion Account Manager Leader to manage a team of over twelve professionals responsible for the complete post-sale customer journey. In this position, you will lead a high-performing group focused on driving net dollar retention, expansion revenue, and product adoption. Success is measured through durable revenue…
Job Description
Gusto provides HR, payroll, health insurance, and retirement services to help more than 500,000 small businesses operate efficiently. The company is currently hiring for an Expansion Account Manager Leader to manage a team of over twelve professionals responsible for the complete post-sale customer journey. In this position, you will lead a high-performing group focused on driving net dollar retention, expansion revenue, and product adoption. Success is measured through durable revenue growth, value realization, and consistent team coaching. This role suits individuals with extensive leadership experience in SaaS or technology environments who are comfortable fostering AI-fluent workflows and maintaining strict performance standards. Gusto operates physical offices in Denver, San Francisco, New York City, and Scottsdale, and utilizes a hybrid work model requiring employees to work on-site approximately two to three days per week when based near an office.
Responsibilities
- Manage and mentor an Account Management team of twelve or more direct reports
- Conduct weekly forecast calls, pipeline reviews, and activity coaching tied directly to revenue metrics
- Establish and oversee outbound strategies that generate expansion revenue across the existing customer base
- Drive team adoption of AI-fluent workflows and model daily usage of relevant tools
- Report pipeline data, forecasting metrics, and performance indicators regularly to business leadership
Requirements
- Five or more years of experience leading high-performing SaaS or tech account management or sales teams
- Demonstrated ability to own the complete customer lifecycle from outbound prospecting to post-sale adoption
- Expertise in consultative value-based selling, pipeline management, sales forecasting, and coaching
- Practical daily experience integrating artificial intelligence into leadership workflows and driving team adoption
Core Skills
Benefits
- Competitive base pay
- Benefits package
- Equity in the form of restricted stock units
Frequently Asked Questions
What is the location and remote work policy for this position?
Gusto has physical office locations in Denver, San Francisco, New York City, and Scottsdale. Employees based near those offices are expected to work on-site approximately two to three days per week.
What is the salary range for the Expansion Account Manager Leader role?
The cash compensation range varies by location, offering $144,000 to $220,000 OTE in Denver and Atlanta, and $127,000 to $213,000 OTE for Phoenix.
What are the core experience requirements?
Candidates must have at least five years of experience leading SaaS or tech account management or sales teams, along with a track record in full lifecycle customer ownership and value-based selling.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.
