Manager, Expansion Account Manager

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.

Requirements

• 3+ years leading high-performing SaaS/tech account management or sales teams; proven in driving expansion revenue, retention, and quota attainment.
• Leverages customer data, tools, and CRM analytics to refine targeting, boost productivity, and guide strategic decisions.
• 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.