Expansion Account Manager Leader
Gusto is a payroll and HR platform that helps small businesses pay domestic and international employees, manage benefits, and automate compliance.
Maintainer signals as of 8/12/2026
Projects
About Gusto
Gusto serves small and mid-sized businesses with payroll processing, employee benefits administration, and HR tools in one platform. Users can run payroll, manage health insurance, hire globally, and pay international contractors in local currency or USDC stablecoins. The platform automates payroll tax filings across multiple states and integrates with tools like QuickBooks and Xero.
Skills
Candidate Availability
Required and preferred rules are kept separate and reflect the wording in the original posting.
About the Role
You will lead and develop an Expansion Account Management team, drive revenue growth and customer retention, manage pipeline and forecasting, optimize upsell and cross-sell processes, use CRM analytics to guide decisions, and coach team members toward quota attainment.
Requirements
- 5+ years leading SaaS or technology account management or sales teams
- Expansion revenue
- Customer retention
- Quota attainment
- Outbound sales
- Upselling
- Cross-selling
- Sales coaching
- Pipeline management
- Consultative selling
- Change management
- Cross-functional communication
- CRM tools
- Salesforce
- Sales enablement platforms
- AI tools
Responsibilities
- Lead and develop an Expansion Account Management team
- Drive goal setting and sales strategy
- Coach team members to exceed expansion and retention targets
- Drive expansion revenue through proactive outreach
- Manage pipeline, forecasting, and quota attainment
- Refine upsell playbooks
- Optimize sales processes and KPIs
- Use customer data for segmentation and targeting
- Implement tools and workflows to improve sales productivity
- Use CRM and analytics to track performance and guide decisions
Benefits
- RSUs
