# Expansion Account Manager, PE

**Company:** [Gusto](https://hotfix.jobs/companies/gusto)
**Location:** Denver, CO, Atlanta, GA, Phoenix, AZ
**Role:** Account Management
**Salary:** $127k – $176k/yr
**Experience:** 5+ years
**Skills:** SaaS, Account Management, Sales Strategy, Pipeline Management, Forecasting, Upselling, Cross-Selling, CRM, Salesforce, Excel, Data Analysis, sales coaching, Consultative Selling, Sales Enablement, artificial intelligence
**Posted:** 2026-08-03

> Leads and develops an Expansion Account Management team responsible for expansion revenue, customer retention, pipeline execution, and quota attainment. Requires at least 3 years of SaaS or technology sales leadership experience, strong analytics and CRM expertise, and proficiency in coaching and consultative selling.

## Job Description

## 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.

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