# Expansion Account Manager

**Company:** [Gusto](https://hotfix.jobs/companies/gusto)
**Location:** Denver, CO, Atlanta, GA, Phoenix, AZ, Chicago, IL
**Role:** Account Management
**Salary:** $95k – $125k/yr
**Experience:** 3+ years
**Skills:** B2B SaaS, Customer Success, Account Management, Sales, Customer Data Analysis, AI Tools, Automation, CRM, Outbound Prospecting, Cross-Sell
**Posted:** 2026-03-02

> 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.

## Job Description

## 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.

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