The opportunity
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.
What you'll do
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.
What they're looking for
- 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.
