Partnership VP, Justworks
$250-285.5k
Salesforce
Expert level
New York
Business operations platform
Be an early applicant
Business operations platform
1001+ employees
FintechB2BEnterpriseHRCompliancePaymentsSaaS
Be an early applicant
$250-285.5k
Salesforce
Expert level
New York
1001+ employees
FintechB2BEnterpriseHRCompliancePaymentsSaaS
Company mission
Justworks' mission is to help entrepreneurs and businesses grow with confidence.
Role
Who you are
- You have the ability to manage and influence other leaders, and you have a strong track record of building and managing high-performing teams
- You are an inspirational leader who can help others learn
- You are a strategic thinker who identifies trends and opportunities to expand our reach while ensuring operational excellence
- You are also a hands-on leader, willing to step in and do the work necessary to make an impact
- You bring a track record of successfully building and scaling multichannel, nationwide SaaS partnerships
- You advocate for innovative approaches to collaboration and can effectively communicate partnership strategies both internally and externally
- You thrive in cross-functional environments and are radically collaborative, ensuring alignment across teams
- Good judgment - 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; 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
- Minimum of 10 years relevant experience in Alliances and/or Channel sales leadership roles (SaaS, PEO, HR/Benefits, Payroll, Channel/Sales Management, Channel Operations, Management Consulting)
- Strong business acumen, analytical, and data management skills and the ability to identify win-win partnership opportunities
- Proven leadership and team management skills. Excellent communication and collaboration skills to work effectively with cross-functional teams
- Experience modeling potential compensation and quota structures
- Authority in Salesforce CRM
- Experience researching and implementing new sales tools to aid the workflow of an inside sales force
- Excellent understanding of standard business practices related to SaaS processes and systems and the SaaS industry, including market dynamics, customer needs, and competitive landscape
- Strategic thinking with the ability to translate high-level goals into actionable plans (strong project management and execution skills)
- Exceptional negotiation and relationship-building skills
- Experience working for B2B SaaS company preferred
- Working knowledge of Healthcare, HR/Benefits, and Payroll operations preferred
What the job involves
- As the VP of Partnerships, you will report to the Chief Revenue Officer and play a pivotal role in shaping and executing our strategic vision for partnerships
- You will identify, develop, and cultivate relationships that fuel our mission, drive revenue, and enhance our product offerings
- Your work will help expand Justworks’ ecosystem, fostering meaningful collaborations that benefit our customers and communities
- Partnerships at Justworks take many forms, spanning referral and integration models
- Develop and execute a comprehensive partnership strategy aligned with company goals and values
- Work with Corporate Strategy to assess and implement partnership opportunities through build, buy, or partner approaches
- Identify and nurture relationships with key partners, including accountants, brokers, venture capital firms, private equity firms, service providers, resellers, system integrators, and SaaS companies
- Prioritize partnerships that align with Justworks’ mission, revenue goals, and market expansion
- Serve as the primary executive liaison for strategic partnerships, ensuring strong, mutually beneficial collaborations
- Lead contract negotiations, including revenue-sharing models, co-marketing commitments, and product integration plans
- Monitor partnership performance using key success metrics, optimizing for long-term impact and innovation
- Cultivate a diverse, inclusive ecosystem of partners that enhances our service offerings and customer experience
- Develop go-to-market strategies for partner-led solutions and joint ventures
- Facilitate seamless integrations between Justworks’ platform and complementary SaaS solutions
- Drive business growth by leveraging partnerships for lead generation, upselling, and cross-selling
- Foster a true partner-led approach, empowering partners to source and close deals with Justworks in a supporting role
- Collaborate with sales teams to equip partners with the tools and knowledge needed for success
- Measure and report on partnership-driven revenue and its contribution to overall company performance
- Work closely with product and engineering teams to align partnership initiatives with our roadmap
- Identify integration opportunities that elevate our platform and deliver greater value to our customers
- Ensure seamless technical compatibility between Justworks and partner solutions
- Partner with Product Marketing to deeply understand our priority channels and partners
- Co-create marketing campaigns that drive awareness and engagement
- Lead joint events, webinars, and conferences to showcase partner solutions and strengthen our ecosystem
- Position Justworks as a premier partner in the PEO SaaS market
- Lead and develop a best-in-class partnerships team, fostering a culture of collaboration, inclusivity, and excellence
- Establish scalable processes and tools to manage partnership lifecycles effectively
- Ensure all partnerships comply with legal, financial, and operational requirements
- Stay ahead of industry trends and identify emerging opportunities
- Monitor the competitive landscape and refine partnership strategies accordingly
- Advocate for innovation, keeping Justworks at the forefront of the SaaS and HR technology industries
- Serve as the internal advocate for partnerships, aligning with teams across sales, marketing, product, customer success, and operations
- Clearly communicate partnership value and impact to stakeholders
- Develop and lead training programs that educate teams on partner offerings and integration benefits
- Define and track key performance indicators (KPIs) for partnerships, such as:
- Revenue impact from partnerships
- Growth in strategic and active partnerships
- Customer acquisition and retention driven by partnerships
- Lead generation and pipeline growth from partner channels
- Present regular updates to the executive team on partnership performance and strategic direction
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 acquisition of
Steph
Company Specialist at Welcome to the Jungle
Insights
Top investors
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 values
- Camaraderie: As a growing company, we know how crucial teamwork, higher purpose, and a healthy dose of fun can be to success. Be an active listener, treat people respectfully, and have a strong desire to know and help others.
- Openness: We believe in radical transparency. This means being willing to share information, understand other perspectives, and consider new possibilities. Be curious, ask open questions, and be receptive to thoughts and feedback from others.
- Grit: They say when the going gets tough, the tough get going. We are a team of hardworking individuals with the courage to persevere. Be committed, be earnest, and dive in to get the job done well with a positive attitude.
- Integrity: We do the right thing. Be honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example.
- Simplicity: We make things easy for everyone to understand and do. Be innovative, unafraid of streamlining processes, a clear and concise communicator, and don't overcomplicate solutions.
Company HQ
Fulton Ferry District, NY
Articles
Leadership
Isaac Oates
(Executive Chair)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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