Director of Sales Development, Justworks
$275-300k
OTE
$175.5-210.6k
BASE
Business operations platform
Open for applications
Business operations platform
1001+ employees
Open for applications
$275-300k
OTE
$175.5-210.6k
BASE
1001+ employees
Company mission
Justworks' mission is to help entrepreneurs and businesses grow with confidence.
Role
Who you are
- You are a proven revenue leader who has not only grown teams but has scaled systems
- You understand how to build a modern, efficient Sales Development engine by combining the right people, processes, and technology
- You know how SDR organizations evolve and you have led that evolution by adopting new tools, building repeatable motions, and developing leaders who can operate with clarity, precision, and accountability
- You are equal parts coach, operator, and architect
- You love getting into the data, using insights to build scalable outbound strategies, leveraging automation to improve productivity, and partnering cross functionally to expand pipeline impact
- Most importantly, you know how to turn SDR teams into predictable pipeline generators that scale efficiently
- Good judgement - the exercise of critical thinking, analyzing and assessing problems and implications, identifying patterns, making connections of underlying issues, understanding risks and developing mitigation strategies, and taking ownership of the outcome
- Detail-oriented - exercises extreme attention to detail; is thorough, accurate, organized, and productive and seeks to understand both the cause and effect of a situation
- Foundational sales knowledge - the specific set of sales skills (prospecting, cold calling, nurturing, engaging, presenting, negotiating, closing etc) and knowledge (product, markets, trends, business etc) a person possesses to enact the exchange of value between a buyer and the vendor
- Results-driven - consistently achieves results, even under difficult circumstances
- Clear communication - the ability to articulate thoughts and express ideas effectively using oral, written, visual and non-verbal communication skills, as well as listening skills to gain understanding
- 10 or more years of SaaS sales development or inside sales leadership
- Minimum of 5 years of direct experience managing successful outbound lead generation teams (SDR, BDR)
- Demonstrated success scaling teams through technology, automation, and repeatable motions rather than headcount alone
- Strong experience using Salesforce.com, Salesloft, Gong.io and other sales tools/products
- Track record of achieving and surpassing expectations
- In-depth knowledge of sales and marketing alignment techniques and best practices
- Experience leading large teams – Ideally teams of 50 or more people
- Experience leading and developing a management team of sales managers
- Track record of building, executing and hitting sales plan
- Excellent negotiation and leadership skills
- Outstanding written and verbal communication skills
What the job involves
- Design and implement a scalable multi channel SDR strategy aligned with long term revenue goals
- Architect outbound motions through technology, automation, and signal based prospecting to increase efficiency and ROI
- Drive predictable pipeline creation by owning top of funnel forecasting, pacing, and funnel analytics
- Lead, coach, and develop SDR Managers and outbound teams while building a culture of performance, accountability, and continuous improvement
- Create career pathways, certification programs, and repeatable coaching frameworks to level up talent across the SDR organization
- Inspire collaboration, camaraderie, and a high performance culture reflective of Justworks values
- Implement, optimize, and integrate tools such as Salesforce, Salesloft or Outreach, Gong, AI driven automation, and intent or signal data platforms
- Partner with RevOps to build automated workflows, dashboards, scoring models, and reporting ecosystems that improve SDR productivity
- Introduce and refine process improvements to ensure the organization scales efficiently rather than linearly
- Collaborate closely with Marketing on targeting, MQL quality, lead routing, and inbound to outbound alignment
- Partner with the VP of Sales and Sales Leadership to ensure SDR metrics map to the annual operating plan and segment level pipeline goals
- Work with Product, RevOps, Business Operations, and Enablement teams to implement scalable outbound playbooks similar to how the Strategic Alliances team operates across functions
- Build repeatable account prioritization, sequencing, persona driven messaging, and territory models across all SDR segments
- Develop a testing and iteration framework to refine outbound strategies and introduce scalable motions such as vertical strategies, event based outreach, trigger based outreach, and multi threading
- Continuously refine processes to improve efficiency, consistency, and output across the team
- Own reporting and insights to Sales and Executive Leadership including pipeline coverage, conversion trends, productivity metrics, and forecast disciplines
- Ensure operational rigor around daily, weekly, and monthly performance expectations
- As a Director of Sales Development, how results are achieved is paramount for your success and ultimately result in our success as an organization
Our take
Justworks operates in an increasingly crowded space of all-in-one business operation suites, that include tools like human resources, payroll, employee management, benefits, and others that businesses critically need to operate as they scale.
Globally, human resource management has become an extremely fertile field, worth over $20 billion annually and predicted to grow to over $50 billion annually by 2030 - creating great opportunity for Justworks to continue to grow. The company is regarded as a market leader, but does see competition in the shape of Paychex Flex, Rippling, Paylocity, and TriNet, among others.
Solutions delivered by Justworks have proven to be extremely popular with SMEs, and this has not gone unnoticed by investors, with the company picking up exceptional amounts of funding. Justworks is known to have sights on going public, though action towards this end has been delayed until global mass-market conditions have settled from a period of volatility. However, the company's 2024 acquisition of the international employment-of-record (EOR) company Via is a promising sign of it's continued strength.
Steph
Company Specialist at Welcome to the Jungle
Insights
24% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Nov 2023
$16.9m
LATE VC
Jan 2020
$50m
SERIES E
Total funding: $159.9m
Company benefits
- Paid volunteer work.
- Paid parental leave.
- Work from home opportunities.
- Medical, dental, and vision insurance, plus access to One Medical, Kindbody, and Teladoc.
- Premium access to Headspace, ClassPass stipends, and webinars to support your overall wellness on topics like nutrition, budgeting, mindfulness, and more.
- All Justworks offers include equity, and Justworkers can continue to earn more over time with promotions and tenure.
- Extensive learning & development opportunities through workshops, ExecOnline, Udemy, and BetterUp coaching.
- Engineering Apprenticeship program that supports internal movement and growth
Company HQ
Fulton Ferry District, NY
Leadership
Isaac Oates
(Founder & Directive)Experience as a Senior Product Manager at Amazon before founding Adtuitive and serving as COO for a year. Left this position to spend 3 years as a VP at Etsy, before founding Justworks.
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