Expansion Account Manager

Gusto

🔍 Observed

$95K - $125K USD

Denver, CO;Atlanta, GA;Phoenix, AZ; Chicago, IL First seen 3 weeks, 1 day ago Last seen 11 hours, 1 minute ago Greenhouse

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Job Description

AI Summary

• Manage a dedicated book of business by building customer relationships, identifying expansion opportunities, and balancing account management with sales responsibilities to drive retention and revenue growth. • Conduct approximately 20 daily outbound dials and 6 customer meetings to execute on cross-sell/upsell opportunities and proactively reduce churn using data-driven insights. • Requires 3+ years of B2B SaaS experience in Customer Success, Account Management, or Sales with proven ability to manage large books of business and drive expansion revenue. • Identify customer pain points and translate them into solutions using Gusto's product suite (payroll, health insurance, 401(k)s, HR) with a consultative, customer-first approach. • Align with internal teams to prioritize high-impact accounts and react quickly to customer needs in a fast-paced, strategic environment.

About Gusto

At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff—like payroll, health insurance, 401(k)s, and HR—so owners can focus on their craft and customers. With teams in Denver, San Francisco, and New York, we’re proud to support more than 400,000 small businesses across the country, and we’re building a workplace that represents and celebrates the customers we serve. Learn more about our Total Rewards philosophy.

About the Role:

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). 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.

Key Responsibilities:

Account Management & Customer Success

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.

Sales & Opportunity Identification

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.
Daily activities include conducting approximately 20 outbound dials to your current book of business.
Hold around 6 meetings with your customers each day to support relationship development and drive expansion revenue goals.

Prioritization & Agility

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.

Here’s what we're looking for:

Proven 3+ years 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.

If you're passionate about driving customer success, maximizing retention, and uncovering growth opportunities, we’d love to hear from you!

Our cash compensation range for this role is $95,000 to $125,000 OTE in Denver, Atlanta, Phoenix, Chicago and most remote locations. Remote locations will vary based on our geographical pay approach. Final offer amounts are determined by multiple factors, including candidate location, experience and expertise, and may vary from the amounts listed above.

Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role). The same office expectations apply to all Symmetry roles, Gusto's subsidiary, whose physical office is in Scottsdale.

Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas.

When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required. This includes non-office days for hybrid employees.

Our customers come from all walks of life and so do we. We hire great people from a wide variety of backgrounds, not just because it's the right thing to do, but because it makes our company stronger. If you share our values and our enthusiasm for small businesses, you will find a home at Gusto.

Gusto is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Gusto considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out this form and a member of our team will get in touch with you.

Gusto takes security and protection of your personal information very seriously. Please review our Fraudulent Activity Disclaimer.

Personal information collected and processed as part of your Gusto application will be subject to Gusto's Applicant Privacy Notice.

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Job Information

Company:
Gusto
Location:
Denver, CO;Atlanta, GA;Phoenix, AZ; Chicago, IL
Experience Level:
Senior
Source:
Greenhouse
Status:
Active

Activity Score

65 /100

Likely Active (65)

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