Expansion Account Manager

Gusto is on a mission to grow the small business economy, handling payroll, health insurance, 401(k)s, and HR for over 500,000 small businesses. All full-time employees receive competitive base pay, benefits, and equity (RSUs).

As an Expansion Account Manager, you'll own a full book of business post-sale, managing the customer lifecycle from value-based selling through activation and adoption. Success is measured by Net Dollar Retention, durable expansion revenue, value realization, and retention. You'll understand customers deeply, anticipate needs, identify growth opportunities, build and develop pipeline, and position the right solution for each account, working AI-native.

Day-to-day responsibilities include:

• Manage a dedicated book of business, ensuring high engagement, adoption, and long-term customer satisfaction.
• Guide customers through key moments to maximize value realization, drive expansion, and reduce churn.
• Run structured account/business reviews to drive platform adoption and surface expansion opportunities.
• Multi-thread relationships beyond a single champion.
• Carry a Net Dollar Retention and expansion revenue quota; build and own expansion pipeline.
• Adopt value-based, consultative selling, building ROI cases for expansion.
• Own deals end to end: prospecting, pitching, negotiating, closing, and retaining accounts.
• Maintain organized visibility across the book, forecasting churn risk and expansion revenue, and reporting on pipeline.
• Use account health and usage data to prioritize, spot churn signals, and drive proactive outreach.
• Use AI tools and workflows daily for research, prep, account planning, and reporting.

Qualifications:

• 5+ years in a high-volume, quota-carrying customer-facing role (Account Management or Sales), preferably in B2B SaaS, with a retention/expansion mandate.
• Proven track record of driving retention and expansion revenue, managing a large book of business at scale.
• Skilled in value-based, consultative selling, with strong deal management and closing execution.
• Experience running structured account/business reviews.
• Strong business and sales acumen, analytical ability to assess account health, spot churn signals, and forecast.
• Excellent relationship management, including multi-threading.
• Strategic mindset to prioritize across a large book.
• Proven day-to-day experience integrating AI into work.

Compensation: The cash compensation range for this role is $95,000 to $120,000 OTE in Denver, Atlanta, and Phoenix. Final offers vary by location, experience, and expertise.

Benefits: All full-time employees receive competitive base pay, benefits, and equity (RSUs).

Application: Apply via the Greenhouse job posting.