Expansion Account Manager, PE

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. $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.