Manager, New Customer Sales Expansion
About Gusto
Gusto is a modern, online people platform that helps small businesses take care of their teams. On top of full-service payroll, Gusto offers health insurance, 401(k)s, expert HR, and team management tools. Today, Gusto offices in Denver, San Francisco, and New York serve more than 400,000 businesses nationwide.
Our mission is to create a world where work empowers a better life, and it starts right here at Gusto. That’s why we’re committed to building a collaborative and inclusive workplace, both physically and virtually. Learn more about our Total Rewards philosophy.
As a Manager, New Customer Sales Expansion at Gusto, you will lead a team dedicated to accelerating customer activation and product adoption within the first 90 days. Your role is to guide, coach, and influence New Customer Consultants to drive high-impact outreach, ensuring that new customers quickly realize the full value of Gusto. Success in this role requires a blend of hands-on leadership, strategic execution, and cross-functional collaboration.
Key Responsibilities
Team Leadership & Performance Coaching
- Lead, mentor, and develop a team of New Customer Consultants to achieve daily and monthly engagement targets.
- Monitor team performance, providing data-driven coaching to enhance outreach effectiveness, conversation quality, and product adoption impact.
- Foster a culture of high performance, accountability, and customer advocacy.
Strategic Execution & Cross-Functional Collaboration
- Partner with Product, Sales, and Support teams to refine the customer onboarding experience, remove friction points, and improve adoption.
- Serve as a key liaison between frontline consultants and internal teams, identifying trends and advocating for customer needs.
- Influence stakeholders to optimize processes, streamline handoffs, and enhance the overall customer experience.
- Collaborate with Revenue Operations and Leadership to measure and optimize program impact, ensuring alignment with company objectives.
Operational Excellence & Impact
- Own and drive success metrics for the F90 program, including connect rates, activation milestones, and revenue contribution.
- Analyze performance data and customer insights to refine outreach strategies and enhance onboarding processes.
- Ensure Salesforce hygiene and maintain reporting accuracy to track team progress and customer activation trends.
Qualifications
- 5+ years of experience in customer success, consultative sales, onboarding, or a related role within a SaaS or tech environment.
- 2+ years of experience leading customer-facing teams with a strong emphasis on coaching and performance management.
- Proven track record of cross-functional influence—able to collaborate effectively with Product, Sales, and Support teams to drive process improvements and enhance customer outcomes.
- Deep understanding of customer activation, product adoption, and expansion strategies in a high-velocity environment.
- Strong analytical skills—ability to leverage data for decision-making, measuring impact, and iterating on strategies.
- Excellent communication and storytelling skills to articulate customer needs and align stakeholders.
- Proficiency in Salesforce, outreach tools, and workflow automation platforms.
- Passion for helping small businesses succeed with Gusto.
What Success Looks Like
- Your team consistently meets or exceeds engagement and activation targets.
- You identify key friction points and successfully influence internal teams to resolve them.
- The F90 program evolves and improves under your leadership, driving stronger customer activation and retention.
- You are recognized as a trusted partner and advocate for both your team and customers.
This role offers an opportunity to make a meaningful impact on Gusto’s new customer journey, drive business outcomes, and shape the future of customer onboarding. If you thrive in a fast-paced, cross-functional environment and are passionate about leading high-performing teams, we’d love to hear from you!
Our cash compensation range for this role is $145,000 to $200,000 OTE in Denver and most remote locations. Final offer amounts are determined by multiple factors, including location, experience, and expertise.
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.
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 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.
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Gusto was founded in 2011. This company provides payroll processing and employee benefits services. Their headquarters are located in San Francisco, California.
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