AI-Driven Expansion Account Manager

Gusto; Phoenix (AZ); Hybrid; USD 95,000 - 120,000; Full time

Job summary

Gusto seeks an Account Manager to own a full book of business post-sale, guiding customers from activation to adoption and value realization. You will drive retention and expansion revenue through strategic, AI-enhanced account planning and multi-threaded relationships with mid-market to enterprise clients.

You will forecast churn risk, build expansion pipelines, and conduct structured reviews to maximize platform adoption and value for customers.

Qualifications

• 5+ years in a high-volume, quota-carrying customer-facing role (Account Management or Sales) with retention/expansion focus.
• Proven track record of driving retention and expansion revenue at scale.
• Skilled in value-based, consultative selling with ROI storytelling for expansion.
• Experience running structured account reviews that drive adoption and value realization.
• Strong business and sales acumen with ability to forecast churn risk and expansion revenue.
• Excellent relationship management with multi-threaded stakeholder engagement.
• Proven experience integrating AI into day-to-day research, prep, planning, and reporting workflows.

Responsibilities

• Own a full book of business post-sale, managing lifecycle from activation to adoption.
• Carry a Net Dollar Retention and expansion revenue quota and build expansion pipeline.
• Conduct structured account/business reviews to drive platform adoption and surface expansion opportunities.
• Maintain visibility across your book, forecast churn risk, and report pipeline to leadership.
• Use AI tools to enhance research, account planning, and reporting as part of daily workflow.

Skills

Account Management

Sales

Retention/Expansion

Value-based selling

Forecasting analytics

Relationship management

Strategic thinking

AI in workflows

Job description

Gusto seeks an Account Manager to own a full book of business post-sale, guiding customers from activation to adoption and value realization. You will drive retention and expansion revenue through strategic, AI-enhanced account planning and multi-threaded relationships with mid-market to enterprise clients.

You will forecast churn risk, build expansion pipelines, and conduct structured reviews to maximize platform adoption and value for customers.