About the Company
Gusto is on a mission to grow the small business economy. We handle payroll, health insurance, 401(k)s, and HR for small businesses, supporting over 500,000 businesses nationwide.
Responsibilities
- Lead and develop a high-performing Account Management team, holding a high bar for both value based selling, revenue results and coaching quality
- Run a weekly cadence of forecast calls, pipeline review, and activity coaching (dials, connects, and other lead indicators) that ties directly to revenue outcomes
- Drive goal setting, sales strategy, and hands-on coaching to exceed expansion and retention targets
- Set and drive team-level AI adoption goals; model AI-fluent workflows for your team
- Build and manage a proactive outbound motion that drives expansion revenue across your team's book
- Ensure your team stays engaged post-sale, driving product activation, adoption, and utilization to convert expansion into durable retention
- Optimize sales processes and KPIs across the full funnel, from expansion to retention
- Leverage customer and usage data to refine segmentation, targeting, and account strategy
- Know your numbers: report pipeline, forecast, and performance data up to the business clearly and regularly
- Implement tools and workflows, including AI, to boost team productivity and efficiency, with quality
Requirements
- 5+ years leading high-performing SaaS/tech Account Management or Sales teams, with a track record of driving expansion revenue, retention, and quota attainment
- Proven ability to own the full customer lifecycle — from outbound prospecting and value based - consultative selling through post-sale activation and adoption strategies that drive measurable retention
- Expertise in value based selling, sales coaching, pipeline management and forecasting
- Comfortable holding a consistent high performance bar
- Strong business acumen — able to produce pipeline, forecasting, and performance data and use it to coach a team and report clearly to leadership
- Thrives in fast-paced, high-growth environments with strong change management skills
- Excellent cross-functional communication and influence abilities
- Proven, day-to-day experience integrating AI into how you work and lead. Track record of driving AI adoption and fluency within a team
Conditions
- Compensation: $144,000 to $220,000 OTE in Denver & Atlanta; $127,000 to $213,000 OTE for Phoenix
- Benefits include competitive base pay, benefits, and equity (RSUs)