Manager, Expansion Account Management

About Gusto

Gusto is a modern, online people 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 400,000 businesses nationwide.

Our mission is to create a world where work empowers a better life, and it starts right here at Gusto. That’s why we’re committed to building a collaborative and inclusive workplace, both physically and virtually. Learn more about our Total Rewards philosophy. 

About the Role:

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.

As a Manager 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.

Key Responsibilities:

Leadership & Team Performance

• Inspire, lead, and develop a team of high-performing Expansion Account Managers focused on revenue growth and retention.
• Set clear goals and drive a sales-first mindset, ensuring the team meets and exceeds expansion revenue and retention targets.
• Provide hands-on coaching in sales strategy, consultative selling, and negotiation to optimize performance.
• Develop a culture of accountability, continuous learning, and data-driven decision-making.
• Recruit, train, and mentor top account management talent to scale the team and sustain growth.

Revenue Growth & Sales Execution

• Own and drive expansion revenue across Gusto’s existing customer base through proactive outreach as well as leveraging Product signals and insight. 
• Develop and refine outbound and upsell playbooks to maximize conversion rates.
• Drive pipeline management, forecasting, and quota attainment for the team.
• Establish a scalable sales process for identifying and closing upsell and cross-sell opportunities.
• Monitor KPIs and team performance, leveraging insights to continuously optimize outreach and engagement strategies.

Operational Excellence & Strategic Execution

• Analyze customer data and buying patterns to refine segmentation, targeting, and sales motions.
• Implement tools and workflows that improve sales productivity and operational efficiency.
• Partner with Sales, Marketing, Product, and CX teams to align account management strategies with broader company goals.
• Use CRM and analytics platforms to track success, identify trends, and inform strategic decisions.
• Develop and report on dashboards that measure revenue impact, pipeline health, and growth opportunities.

What We’re Looking For:

• 3-5+ years of experience leading high-performance account management or sales teams, ideally in a SaaS or tech environment.
• Proven success in driving expansion revenue, customer retention, and quota attainment.
• Experience in outbound/proactive sales motions, with a strong understanding of upsell and cross-sell strategies.
• Strong analytical mindset—able to use data to drive decision-making, optimize sales motions, and measure impact.
• Expertise in sales coaching, pipeline management, and consultative selling.
• Ability to thrive in a fast-paced, high-growth environment and manage change with agility.
• Strong communication and influence skills to collaborate effectively across teams.
• Experience with CRM tools (Salesforce preferred) and sales enablement platforms.

Our cash compensation range for this role is $127,000 to $170,000 OTE in Denver and most remote locations. Final offer amounts are determined by multiple factors, including location, experience, and expertise.

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.

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.

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