Account Manager

Summary

Join Gusto as a strategic and results-driven Account Manager! You will manage a dedicated book of business, focusing on customer retention and expansion. This role blends sales, customer success, and account management to ensure customers maximize Gusto's product value. You'll build relationships, identify growth opportunities, and utilize data-driven insights to prioritize accounts. Success requires proven B2B SaaS experience, strong analytical skills, and excellent communication. Gusto offers a competitive salary ($95,000-$130,000 OTE) and a hybrid work model.

Requirements

• Proven 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

Responsibilities

• 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
• 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
• 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

Benefits

• Our cash compensation range for this role is $95,000 to $130,000 OTE in Denver, Atlanta, Phoenix and most remote locations
• Remote locations will vary based on our geographical pay approach
• 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