[Remote] Expansion Account Manager

Note: The job is a remote job and is open to candidates in USA. Gusto is on a mission to grow the small business economy by providing essential services like payroll and HR. They are seeking a strategic and results-driven Expansion Account Manager to manage customer relationships, maximize retention, and drive account expansion within a dedicated Book of Business.ResponsibilitiesManage a dedicated BoB, ensuring high engagement, adoption, and long-term customer satisfaction at scaleBuild and nurture relationships to uncover cross-sell and upsell opportunitiesGuide customers through key moments that matter along our customer journey to maximize value realization, drive expansion, and proactively reduce churnLeverage product insights and customer data to assess account health and drive proactive outreachIdentify and execute on growth opportunities by addressing additional customer pain points with Gusto’s suite of productsUtilize a hunter and farmer approach to both maintain and expand customer relationshipsOwn outbound prospecting, pitching, and closing within existing accounts to drive revenue growthDaily activities include conducting approximately 20 outbound dials to your current book of businessHold around 6 meetings with your customers each day to support relationship development and drive expansion revenue goalsUse 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 nextUse data-driven insights to prioritize accounts, ensuring focus on the highest-impact opportunitiesReact quickly to customer needs while maintaining a proactive, strategic approach to retention and expansionAlign with internal teams to ensure customers receive best-in-class service and product solutionsSkillsProven 3+ years experience in B2B SaaS Customer Success, Account Management, or Sales with a track record of driving retention and expansion revenueExperience in managing a large book of business and operating at scaleStrong ability to analyze customer data, assess account health, and execute targeted outreachExcellent relationship management and communication skills with a consultative, customer-first approachDeep understanding of Gusto's products and the ability to translate customer pain points into tailored solutionsA strategic mindset with the ability to prioritize, adapt, and execute in a fast-paced environmentProven, 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 processesBenefitsAll full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success.Gusto has physical office spaces in Denver, San Francisco, and New York City.Employees who are based in those locations will be expected to work from the office on designated days approximately 2-3 days per week (or more depending on role).When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required.Company OverviewGusto is an HR and payroll platform that simplifies complex tasks, empowering businesses to focus on what matters most. It was founded in 2011, and is headquartered in San Francisco, California, USA, with a workforce of 1001-5000 employees. Its website is https://www.gusto.com.Company H1B SponsorshipGusto has a track record of offering H1B sponsorships, with 8 in 2026, 49 in 2025, 54 in 2024, 19 in 2023, 37 in 2022, 24 in 2021. Please note that this does not guarantee sponsorship for this specific role.