Manager, Expansion Account Manager
Lead and coach a team of Expansion Account Managers to drive revenue growth, retention, and expansion within Gusto's existing customer base through data-driven sales strategies and operational excellence.
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.
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