Senior Business Development Manager, Justworks
Strategic Alliances
More information about location
2+ days a week in office
Business operations platform
Be an early applicant
Business operations platform
1001+ employees
Be an early applicant
More information about location
2+ days a week in office
1001+ employees
Company mission
To help entrepreneurs and businesses grow with confidence.
Role
Who you are
- You are a strategic, relationship-driven business development professional who thrives at the intersection of innovation and execution
- You bring a strategic mindset, thinking big and long-term while recognizing real-world limitations and pragmatic constraints
- You understand how to build partnerships that scale — balancing vision with operational reality
- You’re as comfortable rolling up your sleeves to build a pipeline as you are cultivating executive relationships at the enterprise level
- 5+ years of enterprise sales, business development, or strategic partnerships experience, with a focus on large-scale deal origination and execution
- Proven track record of closing $5M+ TCV and/or multi-year enterprise deals with global Fortune 1000 organizations
- Expertise in managing complex, consensus-driven sales cycles and navigating multiple stakeholder groups
- Strong executive presence, with the ability to build trust and influence at the highest levels
- Strategic thinker who pairs vision with action, balancing innovation with pragmatic execution
What the job involves
- We’re seeking a Business Development Manager, Strategic Alliances responsible for creating and scaling transformative partnerships that go far beyond transactional sales
- These alliances will unlock multi-year revenue streams, new distribution channels, and mutual enterprise value between Justworks and our partners
- This is not a traditional Account Executive role — it’s a strategic position for a dealmaker and relationship builder who can create alignment with Fortune 1000 companies, navigate complex, consensus-driven sales cycles, and drive partnerships that move the needle for both organizations
- Typical engagements will involve long-term, multi-stakeholder cycles (9+ months) that require persistence, credibility, and strategic influence
- You’ll collaborate closely with Product, Marketing, Legal, and other cross-functional teams to transform ideas into scalable business outcomes
- From identifying new alliance opportunities to bringing them to market, you will shape how Justworks expands its reach and drives sustainable growth through partnerships that deliver value to small and midsize businesses nationwide
- The Strategic Alliances team at Justworks focuses on expanding our customer footprint by partnering with Fortune 1000 companies to mutually serve the SMB segment
- In this role, you will be responsible for sourcing, structuring, and launching new partnerships that accelerate top-line growth
- This includes identifying enterprises with overlapping customer segments, co-developing go-to-market strategies, fostering executive relationships, influencing internal stakeholders, and negotiating high-impact contracts
- Partnerships at scale are a new muscle for Justworks. You’ll proactively engage with potential partners to uncover their needs, co-create value propositions, and ensure cross-functional alignment across internal teams — from Product to Marketing to Legal — to deliver results for all stakeholders
- You set the standard for collaboration, with a proven ability to work effectively across functions and levels
- Strategic Origination & Deal Management:
- Identify, qualify, and pursue high-potential strategic alliance opportunities across priority verticals and geographies
- Develop and tailor value propositions aligned with each partner’s strategic objectives, customer base, and growth priorities
- Collaborate with Marketing and GTM teams to design and execute strategies for acquiring new alliance partners
- Structure, negotiate, and close complex partnership agreements, including co-selling, co-marketing, joint product offerings, or embedded technology integrations
- Build and manage a robust pipeline of prospective partners, maintaining clear visibility into deal stages, timelines, and key stakeholders
- Drive end-to-end deal management, from initial outreach and discovery through contract execution and launch, ensuring alignment with internal priorities and revenue goals
- Enterprise Relationship Development:
- Cultivate trust-based, long-term relationships with executive stakeholders at prospective and existing partners
- Serve as a strategic advisor, understanding partner business models, objectives, and constraints to shape win-win collaborations
- Partner cross-functionally with Product, Marketing, Sales, Legal, and Operations to align on partnership goals and deliverables
- Represent Justworks externally with professionalism, credibility, and a deep understanding of our value proposition for SMBs
- Act as the voice of the partner internally, advocating for mutual success and ensuring commitments are delivered on both sides
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, 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.
Justworks' solutions have proven extremely popular with SMEs, and this has not gone unnoticed by investors - with the company picking up considerable amounts of funding. The company is known to have sights on going public, though these were delayed somewhat by market conditions. That said, it has continued to expand operations and acquired Via in 2024, signalling that its going strong.
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
- Apprenticeship program that supports internal movement and growth
Company HQ
Fulton Ferry District, NY
Leadership
Isaac Oates
(Founder & Director)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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