Account Manager, Gusto
$95-130k
OTE
2-3 days a week in office
Automated payroll, benefits & HR platform
Posted today
Automated payroll, benefits & HR platform
1001+ employees
Posted today
$95-130k
OTE
2-3 days a week in office
1001+ employees
Company mission
To create a world where work empowers a better life.
Role
Who you are
- This role requires a balance of Sales, Customer Success, and Account Management skills to ensure customers realize the full value of Gusto’s products while identifying new opportunities for growth
- Proven experience in B2B SaaS Customer Success, Account Management, or Sales with a track record of driving retention and expansion revenue
- Experience in managing a large book of business and operating at scale
- Strong ability to analyze customer data, assess account health, and execute targeted outreach
- Excellent relationship management and communication skills with a consultative, customer-first approach
- Deep understanding of Gusto’s products and the ability to translate customer pain points into tailored solutions
- A strategic mindset with the ability to prioritize, adapt, and execute in a fast-paced environment
What the job involves
- We are looking for a strategic and results-driven Account Manager to own customer relationships, maximize retention, and drive account expansion within a dedicated Book of Business (BoB)
- Manage a dedicated BoB, ensuring high engagement, adoption, and long-term customer satisfaction at scale
- Build and nurture relationships to uncover cross-sell and upsell opportunities
- Guide customers through key moments that matter along our customer journey to maximize value realization, drive expansion, and proactively reduce churn
- Leverage product insights and customer data to assess account health and drive proactive outreach
- Identify and execute on growth opportunities by addressing additional customer pain points with Gusto’s suite of products
- Utilize a hunter and farmer approach to both maintain and expand customer relationships
- Own outbound prospecting, pitching, and closing within existing accounts to drive revenue growth
- Use data-driven insights to prioritize accounts, ensuring focus on the highest-impact opportunities
- React quickly to customer needs while maintaining a proactive, strategic approach to retention and expansion
- Align with internal teams to ensure customers receive best-in-class service and product solutions
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 three co-founders of Gusto – all coming from small business backgrounds – collaborated on a Fintech company 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 200,000 customers and a multi-billion dollar valuation. In 2021, Gusto began acquiring other companies to strengthen its offering and its position in a competitive market, including two other fintech startups, Ardius and Symmetry.
Through its continued acquisitions and fundraising efforts, the company has carved out a strong position for itself in the space. Although Gusto has found itself impacted by the macroeconomic situation, through the significant effect it has had on its clientele, the company still appears positive for the future after raising funds in 2023 that will see it reach key profitability benchmarks. It continues to consolidate its platform, for example by integrating with OpenComp to grant its users access to the company's Compensation Intelligence Platform.
Steph
Company Specialist at Welcome to the Jungle
Insights
45% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
May 2022
$55m
SERIES E
Aug 2021
$175m
SERIES E
Total funding: $706.1m
Company benefits
- Comprehensive medical, dental, and vision benefits, plus a variety of mental health resources
- Flexible vacation - Gusties are encouraged to take the time off they need to continue doing great work
- Fertility treatments, parental leave, pregnancy termination, caregiving, gender-affirming surgery, hormone treatments, transgender-inclusive services, and more
- If you work at one of our homebases, enjoy food, drinks, and good conversation — on us
- Celebrate 5 or 10 years at Gusto and take a month off to recharge
- Take advantage of internet, phone, commuter, and wellness stipends each month, along with a WFH stipend and cash for anniversaries
Company HQ
Central Waterfront, San Francisco, CA
Leadership
Joshua Reeves
(CEO)Studied Electrical Engineering at Stanford and went onto co-found Gusto in 2011.
Tomer London
(CPO)Has a PhD in Electrical Engineering from Stanford. Was a Researcher at Intel, and then interned at Bump Technologies. Co-founded Vizmo, a mobile self-service technologies company, in 2008. Co-founded Gusto in 2011.
Edward Kim
(Head of Engineering)Studied Electrical Engineering at Stanford. Was Senior Project Engineer at Volkswagen of America Electronics Research Lab and then co-founded Picwing, a printed photos company, in 2008. Co-founded Gusto in 2011.
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