Manager, Expansion Account Manager

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 $144,000 to $176,000 OTE in Denver, Atlanta & Chicago. $127,000 to $155,000 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.