Backed by General Catalyst, Kleiner Perkins and Y Combinator.
About the role
As the Leader of Account Management, you'll manage a team of 12+ Account Managers who own the full customer lifecycle post-sale, from value based selling through to activation and adoption. The measure of success in this role is Net Dollar Retention: durable expansion revenue, value realization and retention. This is a people-leadership role first — you'll coach your team toward AI-native ways of working, not just AI-aware, and hold a genuinely high performance bar for a team built to own outcomes end to end.
What they're looking for
- 5+ years leading high-performing SaaS/tech Account Management or Sales teams, with a track record of driving expansion revenue, retention, and quota attainment
- Proven ability to own the full customer lifecycle — from outbound prospecting and value based - consultative selling through post-sale activation and adoption strategies that drive measurable retention
- Expertise in value based selling, sales coaching, pipeline management and forecasting
- Comfortable holding a consistent high performance bar
- Strong business acumen — able to produce pipeline, forecasting, and performance data and use it to coach a team and report clearly to leadership
- Thrives in fast-paced, high-growth environments with strong change management skills
More about this role
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. With teams in Denver, San Francisco, and New York, we support more than 500,000 small businesses nationwide and are building a workplace that reflects the people we serve.
All full-time employees receive competitive base pay, benefits, and equity (RSUs) — because everyone who helps build Gusto should share in its success. Offer amounts are determined by role, level, and location. Learn more about our Total Rewards philosophy .
AI is a fundamental part of how work gets done at Gusto. We expect all team members to actively engage with AI tools relevant to their role and grow their fluency as the technology evolves. AI experience requirements vary by role and will be assessed during the interview process.
As the Leader of Account Management, you'll manage a team of 12+ Account Managers who own the full customer lifecycle post-sale, from value based selling through to activation and adoption. The measure of success in this role is Net Dollar Retention: durable expansion revenue, value...
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