Sales Manager, Expansion Team

About the Role:

The Account Management team at Gusto is dedicated to helping small businesses maximize their success by driving engagement, retention, and expansion. We are looking for a high-performing sales leader to manage and develop a team of Expansion Account Managers focused on expansion revenue and customer retention. This team is responsible for proactively identifying growth opportunities within our existing customer base-upselling and cross-selling Gusto's suite of products while ensuring long-term customer value and retention.

As a Sales Manager on the Expansion Team, you will coach, motivate, and scale a high-impact team, driving sales execution, pipeline growth, and revenue expansion. You will also optimize processes, implement data-driven strategies, and work cross-functionally to improve customer loyalty and maximize revenue.

Key Responsibilities:

Leadership & Team Performance

• Inspire, lead, and develop a team of high-performing Expansion Account Managers focused on revenue growth and retention.
• Set clear goals and drive a sales-first mindset, ensuring the team meets and exceeds expansion revenue and retention targets.
• Provide hands-on coaching in sales strategy, consultative selling, and negotiation to optimize performance.
• Develop a culture of accountability, continuous learning, and data-driven decision-making.
• Recruit, train, and mentor top account management talent to scale the team and sustain growth.

Revenue Growth & Sales Execution

• Own and drive expansion revenue across Gusto's existing customer base through proactive outreach as well as leveraging Product signals and insight.
• Develop and refine outbound and upsell playbooks to maximize conversion rates.
• Drive pipeline management, forecasting, and quota attainment for the team.
• Establish a scalable sales process for identifying and closing upsell and cross-sell opportunities.
• Monitor KPIs and team performance, leveraging insights to continuously optimize outreach and engagement strategies.

Operational Excellence & Strategic Execution

• Analyze customer data and buying patterns to refine segmentation, targeting, and sales motions.
• Implement tools and workflows that improve sales productivity and operational efficiency.
• Partner with Sales, Marketing, Product, and CX teams to align account management strategies with broader company goals.
• Use CRM and analytics platforms to track success, identify trends, and inform strategic decisions.
• Develop and report on dashboards that measure revenue impact, pipeline health, and growth opportunities.

What We're Looking For:

• 3-5+ years of experience leading high-performance account management or sales teams, ideally in a SaaS or tech environment.
• Proven success in driving expansion revenue, customer retention, and quota attainment.
• Experience in outbound/proactive sales motions, with a strong understanding of upsell and cross-sell strategies.
• Strong analytical mindset-able to use data to drive decision-making, optimize sales motions, and measure impact.
• Expertise in sales coaching, pipeline management, and consultative selling.
• Ability to thrive in a fast-paced, high-growth environment and manage change with agility.
• Strong communication and influence skills to collaborate effectively across teams.
• Experience with CRM tools (Salesforce preferred) and sales enablement platforms.

Our cash compensation range for this role is $126,000 to $176,000 OTE in Denver and most remote locations. (OTE ranges encompass a 60% base salary / 40% commission structure). Base pay for this role ranges in Final offer amounts are determined by multiple factors, including location, experience, and expertise.