Expansion Account Manager, PE

Responsibilities

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 the 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.

Requirements

• 3+ years leading high-performing SaaS or technology account management or sales teams, with proven success driving expansion revenue, retention, and quota attainment.
• Advanced Excel modeling and data analysis skills, including identifying key performance metrics.
• Experience with outbound sales motions, upselling, and cross-selling strategies.
• Strong analytical mindset and ability to use data to optimize sales motions and measure impact.
• Expertise in sales coaching, pipeline management, and consultative selling.
• Ability to thrive in fast-paced, high-growth environments with strong change-management skills.
• Excellent cross-functional communication and influence abilities.
• Proficiency with CRM tools, preferably Salesforce, and sales enablement platforms.
• Proven day-to-day experience integrating AI into writing, research, preparation, and summarization workflows, including providing useful feedback to improve tools and processes.

Compensation & Benefits

• Cash compensation is $144,000–$176,000 OTE in Denver and Atlanta.
• Cash compensation is $127,000–$155,000 OTE in Phoenix.
• Full-time employees receive competitive base pay, benefits, and equity in the form of RSUs.
• Final offer amounts vary based on location, experience, and expertise.

Work Arrangement

• Employees based in designated Gusto office locations are expected to work from the office approximately 2–3 days per week or more depending on the role.
• When working outside a Gusto office, employees must maintain a secure, reliable, and consistent internet connection.