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GustoGustoDenver, CO

Expansion Account Manager

Owns customer relationships in a dedicated book of business, driving retention, expansion revenue through sales and customer success activities. Requires 3+ years B2B SaaS experience, data analysis, and relationship management skills.

95k – 125k
Hybrid3+ YOEAccount Management

About the role

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.
  • Comfortable using AI tools and automation to enhance productivity, decision-making, and problem-solving.

Compensation

Our cash compensation range for this role is $95,000 to $125,000 OTE in Denver, Atlanta, Phoenix, Chicago and most remote locations.

Skills

B2B SaaSCustomer SuccessAccount ManagementSalesCustomer Data AnalysisAI ToolsAutomationCRMOutbound ProspectingCross-Sell

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