Manager of Expansion Account Manager, Gusto
$127-176k
OTE
Salary dependent on location
2-3 days a week in office
Automated payroll, benefits & HR platform
Be an early applicant
Automated payroll, benefits & HR platform
1001+ employees
Be an early applicant
$127-176k
OTE
Salary dependent on location
2-3 days a week in office
1001+ employees
Company mission
To grow the small business economy.
Role
Who you are
- 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
What the job involves
- 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
- 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
- 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
- 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
- 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
Our take
For many small businesses, vital administrative tasks such as payroll, taxes, and benefits are manual tasks that take time and energy - which many SMB owners don’t have. The co-founders of Gusto all come from small business backgrounds, which is why they created a platform that would handle employee payments, benefits administration, and compliance support specifically for small businesses.
The company may have started slowly, as the founders focused on nailing each individual aspect of Gusto’s operations, but has now skyrocketed to unicorn status with more than 400,000 customers and a multi-billion dollar valuation. And in 2021, Gusto began acquiring other companies to strengthen its offering and position in a competitive market, including the likes of Ardius, Symmetry and Guideline.
Through its continued acquisitions and fundraising efforts, the company has carved out a strong position for itself in the space. It continues to expand its platform, for example by partnering with Parafin to launch a payroll line of credit for small businesses, and more recently launching Cofounder, an AI teammate tailored to the needs of small businesses.
Steph
Company Specialist at Welcome to the Jungle
Insights
45% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
May 2022
$55m
SERIES E
Aug 2021
$175m
SERIES E
Total funding: $706.3m
Company benefits
- Medical, dental, and vision insurance for employees and dependents
- Family care and support, including family planning and fertility benefits
- Gender-affirming care and support
- A variety of mental health resources
- Paid vacation, sick time, bereavement, and holidays, paid leaves, sabbatical, and more
- Free meals and refreshments at the office (conversation and community is an added bonus!)
Company HQ
Central Waterfront, San Francisco, CA
Leadership
Joshua Reeves
(CEO & Co-Founder)Studied Electrical Engineering at Stanford and went onto co-found Gusto in 2011.
Tomer London
(CPO & Co-Founder)Has a PhD in Electrical Engineering from Stanford. Was a Researcher at Intel, and then interned at Bump Technologies. Co-founded Vizmo before co-founding Gusto in 2011.
Edward Kim
(Head of Technology & Co-Founder)Studied Electrical Engineering at Stanford. Was Senior Project Engineer at Volkswagen of America Electronics Research Lab and then co-founded Picwing before co-founding Gusto in 2011.
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