Manager of Sales Development, Justworks
$159-169.5k
OTE
$105-115.5k
BASE
Business operations platform
Be an early applicant
Business operations platform
1001+ employees
Be an early applicant
$159-169.5k
OTE
$105-115.5k
BASE
1001+ employees
Company mission
Justworks' mission is to help entrepreneurs and businesses grow with confidence.
Role
Who you are
- You are a dependable, natural leader who doesn’t just manage a team—you build a winning culture
- You are a master of outbound sales fundamentals, and a data-driven coach who uses insights, signals, and modern tools to develop your team into top performers who consistently exceed expectations and drive meaningful pipeline
- Good judgment – ability to interpret data, identify patterns, and make sound decisions
- Detail-oriented – strong attention to data accuracy, pipeline quality, and execution
- Results-driven – consistently delivers against outbound targets
- Modern Sales Acumen – strong foundation in outbound sales, with an openness to evolving approaches through AI, automation, and signal-based selling
- Clear communication – ability to coach effectively and communicate across stakeholders
- Our Core Values (COGIS):
- Camaraderie, Openness, Grit, Integrity, and Simplicity
- Experience: 2+ years in a sales role (HCM/PEO preferred) and 2+ years of management experience
- Technical Fluency: Experience with Salesforce and Gong required; familiarity with modern sales engagement and AI-driven tools (e.g., Gong Engage, Actively.ai) strongly preferred
- Leadership: Proven ability to manage and develop a team to achieve performance goals
- Drive: A “lead-from-the-front” mentality with the ability to coach, problem-solve, and operate in a fast-moving environment
What the job involves
- As the Manager of Sales Development, you will be responsible for driving a significant portion of the company's revenue, building and motivating a high-performing team, and developing future Account Executives
- We view Sales Development Representatives as the primary pipeline for our AE organization, and your leadership will directly shape the next generation of top-performing sellers at Justworks
- As we continue to modernize our outbound motion, you will play a key role in evolving how we operate — leveraging AI, automation, and signal-based selling to increase efficiency and effectiveness. You are comfortable questioning existing processes and leading change that improves productivity, pipeline quality, and the overall customer experience
- You own the daily and weekly rhythm of your team, ensuring every SDR is aligned, productive, and continuously improving:
- Coaching & Performance: Lead high-impact weekly 1:1s focused on skill development, pipeline quality, and career progression. Use data and real interactions (e.g., Gong) to deliver targeted, actionable coaching
- Team Alignment: Run focused team meetings that translate company goals into clear priorities and daily execution
- Modern Outbound Execution: Train your team on Justworks’ evolving outbound approach, including signal-based prospecting, thoughtful outreach, and effective use of AI tools to increase productivity and relevance
- Sales Motivation: Partner with leadership to drive accountability, performance, and healthy competition across the team
- You are accountable for both the quality and accuracy of your team’s pipeline:
- Data-Driven Coaching: Use Salesforce, Gong, and other tools to identify performance gaps, coach in real time, and ensure activity translates into high-quality pipeline
- CRM Excellence: Maintain strong CRM hygiene and data accuracy, while also leveraging automation to reduce manual work and improve consistency
- Performance Management: Track and analyze key KPIs, proactively identifying trends and adjusting strategy to improve results
- Signal & Conversion Focus: Help your team prioritize the right accounts and opportunities, improving not just volume, but conversion and pipeline quality
- You are responsible for building both performance and long-term talent:
- Talent Development: Coach SDRs to not only hit targets, but build the skills required to become successful AEs (discovery, business acumen, deal awareness)
- Effective Enablement: Partner with Revenue Operations and Enablement to roll out training, workflows, and tools that improve both performance and efficiency
- AI Adoption & Upskilling: Help your team effectively use AI and automation in their day-to-day work, ensuring tools are used thoughtfully to enhance—not replace—human engagement
- Engagement & Culture: Maintain a high-performance, supportive team environment aligned with Justworks values
- DEIB Champion: Actively support diverse hiring, development, and inclusion across your team
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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