Sales Analyst, Justworks
Funnel & Revenue Optimization
$109-119.9k
Business operations platform
Be an early applicant
Business operations platform
1001+ employees
Be an early applicant
$109-119.9k
1001+ employees
Company mission
Justworks' mission is to help entrepreneurs and businesses grow with confidence.
Role
Who you are
- In the Senior Revenue Analyst role, how results are achieved is paramount for your success and ultimately result in our success as an organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following competencies:
- Good judgement - You apply critical thinking to ambiguous problems, connect leading indicators to outcomes, identify confounding factors, understand risks, and recommend practical mitigation strategies
- Resourcefulness - You take a can-do approach, work with imperfect data, and improve systems iteratively - shipping v1 measurement quickly and strengthening it over time
- Teamwork and communication - You document clearly, collaborate effectively, and translate analytical findings into recommendations that Sales/AD/Marketing/RevOps leaders can act on
- Influence and leadership - You build trust in metrics, align stakeholders on definitions, drive decisions through evidence, and foster a culture of experimentation and continuous improvement
- Skills and knowledge - You actively learn and apply best practices in GTM analytics, experimentation, and modeling to continually enhance how we measure and improve expansion performance
- In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for:
- Camaraderie - Day to day you can be seen working together toward a higher purpose. You like to have fun. You’re an active listener, treat people respectfully, and have a strong desire to know and help others
- Openness - Your default is to be open. You're willing to share information, understand other perspectives, and consider new possibilities. You’re curious, ask open questions, and are receptive to thoughts and feedback from others
- Grit - You demonstrate grit by having the courage to commit and persevere. You’re committed, earnest, and dive in to get the job done well with a positive attitude
- Integrity - Simply put, do what you say and say what you'll do. You’re honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example
- Simplicity - Be like Einstein: “Everything should be made as simple as possible, but no simpler
- 5–7 years of experience in revenue analytics, growth analytics, product analytics, or funnel optimization
- Experience in a PLG or hybrid PLG + sales environment strongly preferred
- Demonstrated experience analyzing high-volume SMB funnels
- Track record of influencing GTM or revenue process improvements based on data
- Experience working cross-functionally with Sales, Marketing, Product, and Revenue leadership
- Technical Skills
- Advanced SQL skills and comfort working with event-level product and CRM data
- Experience with product analytics tools (e.g., Mixpanel, Amplitude, Heap)
- Experience with BI and visualization tools (e.g., Looker, Tableau, Mode)
- Strong understanding of SaaS metrics including ARR, MRR, CAC, LTV, retention, and expansion
- Experience evaluating experiments, cohort performance, and funnel conversion trends
- Mindset & Operating Style
- Systems thinker who understands how product, marketing, and sales motions interact
- Revenue-oriented and outcome-driven
- Comfortable operating in ambiguity and challenging existing assumptions
- Able to translate complex analysis into clear, actionable business recommendations
- Strong communicator with executive-level presence
What the job involves
- We are hiring a Senior Analyst, Funnel & Revenue Optimization to own analysis and optimization of our hybrid SMB revenue engine
- This role sits within Revenue and is accountable for driving measurable improvements in conversion, velocity, and revenue efficiency across both self-service and sales-assisted motions
- Our model is hybrid by design — prospects can convert entirely self-serve, engage with sales, or move between both paths
- This role ensures that interplay works efficiently and drives revenue outcomes
- This is not a traditional reporting-focused analytics or RevOps role
- We are looking for a strategic, systems-oriented operator who can diagnose friction in the funnel, quantify tradeoffs across motions, and recommend structural improvements tied directly to revenue performance
- This is an individual contributor role with high cross-functional influence
- Own analysis of the end-to-end customer journey across self-service and sales-assisted funnels
- Identify drop-off points, stalled opportunities, and friction between product-led and sales-assisted motions
- Evaluate assist rates (self-serve → sales and sales → self-serve) and quantify incremental revenue lift from sales involvement
- Analyze activation behavior, product-qualified signals, and usage thresholds that influence conversion
- Quantify the impact of routing logic, qualification criteria, and lead scoring on downstream revenue
- Establish and maintain clear funnel stage definitions across product analytics and CRM systems
- Recommend structural changes to improve conversion rates, velocity, and revenue efficiency
- Determine when prospects should remain self-serve versus be routed to sales based on revenue impact
- Improve time-to-conversion and reduce revenue leakage across both motions
- Analyze pricing tier movement, packaging effectiveness, discounting trends, and upgrade behavior
- Evaluate rep effectiveness in accelerating SMB deal cycles
- Model tradeoffs between self-serve revenue and sales-assisted conversion
- Translate marketing funnel performance into downstream revenue outcomes (not just top-of-funnel metrics)
- Identify acquisition sources, segments, and campaigns that generate high-quality revenue
- Inform marketing investment decisions using conversion, expansion, and retention data
- Partner with Marketing to refine targeting, qualification thresholds, and campaign strategy — while maintaining revenue ownership
- Improve funnel instrumentation and event tracking across product and CRM systems
- Define and standardize core hybrid funnel KPIs tied directly to revenue performance
- Build models that connect acquisition, activation, sales engagement, conversion, and expansion
- Ensure clean attribution, consistent stage definitions, and data integrity across systems
- Partner with Data and Engineering to improve tracking accuracy and reporting reliability
- Run deep-dive analyses on underperforming segments and stalled cohorts
- Surface leading indicators of conversion, expansion, and churn risk
- Forecast revenue impact of proposed funnel or process changes before implementation
- Identify expansion and upsell opportunities within the SMB customer base
- Present clear, revenue-driven recommendations to GTM and executive leadership
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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