Manager, New Customer Sales Expansion

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.