AI-Driven Expansion Account Manager Leader

The Wrap; Colorado; Hybrid; USD 127,000 - 220,000; Full time

Benefits offered by this job

Equity (RSUs)

Competitive base pay

Hybrid work model

Job summary

Gusto is seeking a Leader of Account Management to guide a 12+ person team through the full post-sale lifecycle, from value-based selling to activation and adoption. The role centers on durable expansion revenue, value realization, and retention, with a strong emphasis on AI-native workflows.

You'll coach for high performance, drive pipeline and forecast accuracy, and partner across functions to ensure customers realize continuous value from our products.

Qualifications

• 5+ years leading high-performing SaaS/tech Account Management or Sales teams.
• Own full customer lifecycle—from outbound prospecting to activation and adoption.
• Expertise in value-based selling, coaching, pipeline management and forecasting.
• Strong business acumen with data-driven reporting to leadership.
• Thrives in fast-growth environments with change management skills.

Responsibilities

• Lead and develop a high-performing Account Management team with a focus on value-based selling and revenue outcomes.
• Manage weekly forecast calls, pipeline reviews, and activity coaching tied to revenue results.
• Drive goal setting, sales strategy, and hands-on coaching to exceed expansion and retention targets.
• Set and drive team-level AI adoption goals and model AI-fluent workflows.
• Build outbound motion to drive expansion revenue and ensure activation and adoption.

Skills

Leadership

SaaS/Tech sales

Forecasting

AI adoption

Cross-functional collaboration

Job description

Gusto is seeking a Leader of Account Management to guide a 12+ person team through the full post-sale lifecycle, from value-based selling to activation and adoption. The role centers on durable expansion revenue, value realization, and retention, with a strong emphasis on AI-native workflows.

You'll coach for high performance, drive pipeline and forecast accuracy, and partner across functions to ensure customers realize continuous value from our products.