Manager of New Customer Sales Expansion, Gusto
$145-200k
OTE
1-2 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
$145-200k
OTE
1-2 days a week in office
1001+ employees
Company mission
To create a world where work empowers a better life.
Role
Who you are
- Success in this role requires a blend of hands-on leadership, strategic execution, and cross-functional collaboration
- 5+ years of experience in customer success, consultative sales, onboarding, or a related role within a SaaS or tech environment
- 2+ years of experience leading customer-facing teams with a strong emphasis on coaching and performance management
- Proven track record of cross-functional influence—able to collaborate effectively with Product, Sales, and Support teams to drive process improvements and enhance customer outcomes
- Deep understanding of customer activation, product adoption, and expansion strategies in a high-velocity environment
- Strong analytical skills—ability to leverage data for decision-making, measuring impact, and iterating on strategies
- Excellent communication and storytelling skills to articulate customer needs and align stakeholders
- Proficiency in Salesforce, outreach tools, and workflow automation platforms
- Passion for helping small businesses succeed with Gusto
- If you thrive in a fast-paced, cross-functional environment and are passionate about leading high-performing teams, we’d love to hear from you!
What the job involves
- As a Manager, New Customer Sales Expansion at Gusto, you will lead a team dedicated to accelerating customer activation and product adoption within the first 90 days
- Your role is to guide, coach, and influence New Customer Consultants to drive high-impact outreach, ensuring that new customers quickly realize the full value of Gusto
- Lead, mentor, and develop a team of New Customer Consultants to achieve daily and monthly engagement targets
- Monitor team performance, providing data-driven coaching to enhance outreach effectiveness, conversation quality, and product adoption impact
- Foster a culture of high performance, accountability, and customer advocacy
- Partner with Product, Sales, and Support teams to refine the customer onboarding experience, remove friction points, and improve adoption
- Serve as a key liaison between frontline consultants and internal teams, identifying trends and advocating for customer needs
- Influence stakeholders to optimize processes, streamline handoffs, and enhance the overall customer experience
- Collaborate with Revenue Operations and Leadership to measure and optimize program impact, ensuring alignment with company objectives
- Own and drive success metrics for the F90 program, including connect rates, activation milestones, and revenue contribution
- Analyze performance data and customer insights to refine outreach strategies and enhance onboarding processes
- Ensure Salesforce hygiene and maintain reporting accuracy to track team progress and customer activation trends
- What Success Looks Like:
- Your team consistently meets or exceeds engagement and activation targets
- You identify key friction points and successfully influence internal teams to resolve them
- The F90 program evolves and improves under your leadership, driving stronger customer activation and retention
- You are recognized as a trusted partner and advocate for both your team and customers
- This role offers an opportunity to make a meaningful impact on Gusto’s new customer journey, drive business outcomes, and shape the future of customer onboarding
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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