Expansion & Retention Leader — AI‑Driven Account Management

Monograph; Arizona; Hybrid; USD 127,000 - 220,000; Full time

Job summary

Gusto is seeking a Leader of Account Management to guide a 12+ person team through the entire customer lifecycle post‑sale, focusing on value realization, activation, and durable retention. The role emphasizes coaching for AI‑native workflows and maintaining a high performance bar to deliver outcomes.

The position requires 5+ years leading SaaS/account management teams, expertise in value‑based selling, and strong forecasting.

Qualifications

• 5+ years leading high‑performing SaaS/tech Account Management or Sales teams.
• Proven ability to own full customer lifecycle from prospecting to post‑sale activation.
• Expertise in value‑based selling, pipeline management, and forecasting.
• Strong cross‑functional communication and leadership capabilities.

Responsibilities

• Lead and develop a high‑performing Account Management team with a focus on value‑based selling and revenue outcomes.
• Oversee forecast calls, pipeline reviews, and activity coaching to drive expansion and retention.
• Set team AI adoption goals and model AI‑driven workflows for the group.

Skills

Leadership

SaaS sales

Forecasting

Coaching

AI adoption

Job description

Gusto is seeking a Leader of Account Management to guide a 12+ person team through the entire customer lifecycle post‑sale, focusing on value realization, activation, and durable retention. The role emphasizes coaching for AI‑native workflows and maintaining a high performance bar to deliver outcomes.

The position requires 5+ years leading SaaS/account management teams, expertise in value‑based selling, and strong forecasting.