Head of Expansion Account Management & AI-Driven Growth

Gusto; Phoenix (AZ); Hybrid; USD 127,000 - 213,000; Full time

Benefits offered by this job

Equity (RSUs)

Benefits

Job summary

Gusto is seeking a Leader of Account Management to guide a 12+ person team that owns the full post-sale lifecycle, from value-based selling through activation and adoption. Success is measured by Net Dollar Retention, with a strong emphasis on AI-native workflows and high performance.

You’ll coach, forecast, and drive expansion across the team’s book, ensure ongoing activation and utilization, and align with product and sales to optimize retention.

Qualifications

• 5+ years leading SaaS/account management or sales teams.
• Proven ability to own the full customer lifecycle, from outbound prospecting to post-sale activation.
• Expertise in value based selling, coaching, pipeline management, and forecasting.
• Strong cross-functional communication and influence abilities.

Responsibilities

• Lead and develop a high-performing Account Management team with a focus on value-based selling and revenue outcomes.
• Run a weekly cadence of forecast calls, pipeline reviews, and coaching to drive expansion and retention.
• Drive team-wide AI adoption and model AI-fluent workflows.

Skills

Team leadership

SaaS sales

Forecasting

AI adoption

Value-based selling

Job description

Gusto is seeking a Leader of Account Management to guide a 12+ person team that owns the full post-sale lifecycle, from value-based selling through activation and adoption. Success is measured by Net Dollar Retention, with a strong emphasis on AI-native workflows and high performance.

You’ll coach, forecast, and drive expansion across the team’s book, ensure ongoing activation and utilization, and align with product and sales to optimize retention.