Account Development Executive, Justworks
$160k
OTE
$90k
BASE
Business operations platform
Open for applications
Business operations platform
1001+ employees
Open for applications
$160k
OTE
$90k
BASE
1001+ employees
Company mission
Justworks' mission is to help entrepreneurs and businesses grow with confidence.
Role
Who you are
- You are a consultative seller at heart with a passion for helping customers realize the full value of their partnership with Justworks
- You thrive in a highly cross-functional role where you collaborate with Customer Success, Support, and product Specialists to deliver seamless and strategic post-sale experiences
- You strive to build customer relationships by understanding their needs and what is vital to their business, as well as deeply understand Justworks’ goals surrounding revenue growth and product adoption
- You’re comfortable owning a sales process end-to-end and are energized by both revenue impact and customer success
- As an Account Development Executive, you are highly organized, process-oriented, and thrive in a fast-paced environment where accuracy, follow-through, and attention to detail matter
- You’re a strong communicator who can simplify complex products and processes for customers and stakeholders alike
- You’re excited to grow within a dynamic team focused on upselling and cross-selling across our customer base, and you’re motivated by the opportunity to help shape a growing function at Justworks
- 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
- Customer Focus - Build strong customer relationships and deliver customer-centric solutions
- Plans and Aligns - Breaks down objectives into appropriate initiatives and actions; stages activities with relevant milestones and schedules
- Sales Acumen - having a deep understanding of sales processes, strategies, and techniques to effectively identify and pursue sales opportunities
- Results-driven - consistently achieves results, even under difficult circumstances
- Adaptability - the ability to adjust your approach or actions in response to changes in your external environment
- 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.”
- A minimum of 3 years' experience in an Account Executive or sales role with upsell responsibilities and 1 year's experience managing a complete and consultative sales cycle and closing
- Proven ability to manage a sales pipeline and meet or exceed revenue targets
- Experience owning end-to-end sales cycles
- Strong written and verbal communication skills with an ability to simplify complex topics for customers
- Comfortable working cross-functionally with other teams and stakeholders
- Highly organized and detail-oriented, with the ability to manage multiple priorities and deadlines
- Familiarity with CRM tools (Salesforce preferred)
- Passionate about delivering an excellent customer experience throughout the sales process
- A team player with a growth mindset and a desire to build within a fast-moving, evolving function
What the job involves
- Own the end-to-end sales cycle for post-sale upsell and cross-sell opportunities (e.g., PEO Basic to Plus, International), from customer discovery to quoting, proposal, and contracting to ultimately drive Net Revenue Retention (NRR)
- Serve as the primary point of contact for product-specific upsell motions, working in partnership with CSMs, Support, and Customer Retention as appropriate
- Partner with product Specialists to deliver expert-backed, consultative sales experiences, bringing them in as needed to support quoting strategy and customer education
- Ensure a seamless handoff to onboarding and support teams, managing expectations with clarity and care throughout the customer journey
- Use tools like Salesforce, Notion, and internal quoting systems to manage pipeline, document activities, and maintain data accuracy
- Collaborate closely with internal teams to refine and improve SOPs, surface process improvements, and build scalable ways to grow post-sale revenue
- Help reduce customer churn risk by ensuring a professional, responsive, and competitive buying experience for every opportunity
- Meet or exceed sales quotas tied to upsell and cross-sell revenue targets
- Serve as an internal ambassador for the ADE model and a trusted go-to resource for sales within our existing customer base
- Perform other duties as needed based on department and/or organizational needs
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
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
(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.
Salary benchmarks
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