Expansion Account Manager

Gusto · Denver, CO;Atlanta, GA;Phoenix, AZ;mid

In short

▸Gestiona cuentas de pequeñas empresas para aumentar retención y expansión de productos.
▸Diariamente realiza 20 llamadas y 6 reuniones para impulsar ventas dentro de cuentas existentes.
▸Usas herramientas de IA como parte central del proceso de venta y gestión de clientes.

🌐 No se requiere inglés.

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What they ask for

✓3+ años en SaaS B2B, experiencia en Customer Success, Account Management o Ventas.
✓Capacidad comprobada para gestionar un gran libro de cuentas y escalar resultados.
✓Habilidades analíticas para evaluar salud de cuentas y actuar proactivamente.
✓Excelentes habilidades de relación con clientes y comunicación.
✓Capacidad para combinar enfoque de 'hunter' y 'farmer' en el crecimiento de cuentas.
✓Experiencia con herramientas de IA en el rol de venta o gestión de cuentas.

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AI-powered workflowsproduct insightscustomer dataoutbound dialsmeetingscustomer journeyaccount healthcross-sellupsellretention

🎯 Who should you write to at Gusto?

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About Gusto At Gusto, we're on a mission to grow the small business economy. We handle the hard stuff — payroll, health insurance, 401(k)s, and HR — so owners can focus on their craft and their customers. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve. All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy . AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process. About the Role: We are looking for a strategic and results-driven Account Manager to own customer relationships, maximize retention, and drive account expansion within a dedicated Book of Business (BoB). This role requires a balance of Sales, Customer Success, and Account Management skills to ensure customers realize the full value of Gusto’s products while identifying new opportunities for growth. 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. • Use AI-powered workflows as a core part of how you sell: running assigned tools daily, surfacing friction and inefficiencies as you find them, and collaborating with your team to influence what gets built or improved next. 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

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