拓展客户经理负责人
Expansion Account Manager Leader
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**关于Gusto**
在Gusto，我们的使命是推动小型经济的发展。我们处理复杂的事务——薪资、健康保险、401(k)计划和人力资源——让企业主能够专注于他们的技艺和客户。我们在丹佛、旧金山和纽约设有团队，我们为全国超过50万个小企业提供支持，并正在打造一个反映我们服务人群的工作环境。
所有全职员工都将获得具有竞争力的薪资、福利和股权（限制性股票单位）——因为每一位帮助Gusto成长的人都应分享它的成功。薪资数额根据职位、级别和地点而定。了解更多关于我们的[全面薪酬理念](https://gusto.com/about/careers/total-rewards)。
AI是Gusto工作中不可或缺的一部分。我们期望所有团队成员积极参与与其职位相关的AI工具，并随着技术的发展不断提升自己的熟练度。不同职位对AI经验的要求不同，将在面试过程中进行评估。
**职位简介**
作为客户经理团队的负责人，你将管理一个由12名以上客户经理组成的团队，他们负责销售后的客户全生命周期，从价值销售到激活和采用。此职位的成功衡量标准是净收入留存：持续增长的收入、价值实现和客户留存。这是一个以人员领导为核心的职位——你将指导你的团队采用AI原生的工作方式，而不仅仅是具备AI意识，并对一个能够全程负责结果的团队设定真正高标准的绩效要求。
**关于团队**
客户管理团队帮助小企业从Gusto的产品中获得真正的价值。每个团队都了解其全部业务，并能预见客户需求，及时发现增长机会，建立并开发销售渠道，为每位客户提供合适的解决方案。然后他们推动激活和采用，从而实现客户价值和留存。你将加入一个由经验丰富的领导者组成的小圈子，预计随着时间推移，你的团队规模和范围也将不断扩展，因为我们将继续投资于这个团队。
**你每天的工作内容包括：**
_领导力与团队表现_
- 领导和发展一支高绩效的客户经理团队，对价值销售、收入成果和辅导质量都设定高标准。
- 每周定期召开预测会议、销售渠道审查和活动辅导（拨号、联系和其他关键指标），直接与收入结果挂钩。
- 推动目标设定、销售
查看英文原文
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**About Gusto**
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](https://gusto.com/about/careers/total-rewards).
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.
**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.
**About the Team**
The Account Management team helps small businesses get real value out of Gusto's products. Each team understands their entire book of business and anticipates their needs, identifies growth opportunities as they occur, builds and develops pipeline and positions the right solution for each customer. From there they drive activation and adoption leading to customer value realization and retention. You'll join a peer group of experienced leaders and should expect your team's size and scope to grow over time as we continue investing in this team.
**Here's what you'll do day-to-day:**
_Leadership & Team Performance_
- Lead and develop a high-performing Account Management team, holding a high bar for both value based selling, revenue results and coaching quality.
- Run a weekly cadence of forecast calls, pipeline review, and activity coaching (dials, connects, and other lead indicators) that ties directly to revenue outcomes.
- Drive goal setting, sales strategy, and hands-on coaching to exceed expansion and retention targets.
- Set and drive team-level AI adoption goals; model AI-fluent workflows for your team.
_Revenue Growth & Full-Lifecycle Ownership_
- Build and manage a proactive outbound motion that drives expansion revenue across your team's book.
- Ensure your team stays engaged post-sale, driving product activation, adoption, and utilization to convert expansion into durable retention.
- Optimize sales processes and KPIs across the full funnel, from expansion to retention.
_Operational Excellence & Strategic Execution_
- Leverage customer and usage data to refine segmentation, targeting, and account strategy.
- Know your numbers: report pipeline, forecast, and performance data up to the business clearly and regularly.
- Implement tools and workflows, including AI, to boost team productivity and efficiency, with quality.
**Here's what we'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.
- Excellent cross-functional communication and influence abilities.
- Proven, day-to-day experience integrating AI into how you work and lead. Track record of driving AI adoption and fluency within a team.
Our cash compensation range for this role is $144,000 to $220,000 OTE in Denver & Atlanta. $127,000 to $213,000 OTE for Phoenix. Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above.
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Gusto has physical office spaces in Denver, San Francisco, and New York City. Employees who are based in those locations will be expected to work from the office on designated days approximately **2-3 days** per week (or more depending on role). The same office expectations apply to all Symmetry roles, Gusto's subsidiary, whose physical office is in Scottsdale.
Note: The San Francisco office expectations encompass both the San Francisco and San Jose metro areas.
When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required. This includes non-office days for hybrid employees.
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Our customers come from all walks of life and so do we. We hire great people from a wide variety of backgrounds, not just because it's the right thing to do, but because it makes our company stronger. If you share our values and our enthusiasm for small businesses, you will find a home at Gusto.
Gusto is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Gusto considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Gusto is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. We want to see our candidates perform to the best of their ability. If you require a medical or religious accommodation at any time throughout your candidate journey, please fill out [this form](https://docs.google.com/forms/d/e/1FAIpQLSdEfl7Bp-Twz7LLlhGlha46CrxZ9Kacgakmarf3K2TbnaEgKQ/viewform) and a member of our team will get in touch with you.
Gusto takes security and protection of your personal information very seriously. Please review our [Fraudulent Activity Disclaimer](https://gusto.com/about/careers/fraudulent-activity-disclaimer).
Personal information collected and processed as part of your Gusto application will be subject to [Gusto's Applicant Privacy Notice](https://gusto.com/about/careers/applicant-privacy-notice).