Account Development Executive, Justworks
$157.3k
OTE
$83.7k
BASE
Incentive compensation is not guaranteed, and earning is subject to the terms and conditions of the applicable incentive compensation plan
Business operations platform
Open for applications
Business operations platform
1001+ employees
Open for applications
$157.3k
OTE
$83.7k
BASE
Incentive compensation is not guaranteed, and earning is subject to the terms and conditions of the applicable incentive compensation plan
1001+ employees
Company mission
Justworks' mission is to help entrepreneurs and businesses grow with confidence.
Role
Who you are
- Minimum of 2 years work experience required; 1 year of experience in a client-facing role preferred; ideally knowledgeable in selling to small businesses
- B2B software/SaaS and Salesforce experience is a plus
- Excellent organizational, written, and verbal communication skills
- Strong attention to detail with the ability to manage competing priorities and multi-task
- Ability to work as part of a team and be resourceful and adaptable
- Have a proven track record of consistently meeting and exceeding your goals
- You are driven and a self-starter who acclimates quickly to new environments
- Passionate about sales and relationship-focused customer engagements
- Excellent interpersonal skills and demonstrates the ability to listen with a purpose to gather important information while assisting customers
- Ability to simplify complicated topics and explain them in terms people can easily understand
- You’re an overachiever and proactive
- Able to apply creative solutions to a variety of issues in a fast-paced environment
- You enjoy entrepreneurial environments and the opportunity to build something meaningful!
What the job involves
- This job is interdisciplinary - a mix of strategy, operations, and sales to identify where customers encounter friction in the upsell process, upsell current customers on our products, and improve the customer experience to drive greater revenues per customer
- You will become an expert on upselling Justworks’ smaller businesses from Basic to Plus by working with Sales, Customer Success, Underwriting, and Product teams
- You will propose and implement new strategies, materials, and processes to increase upsell conversion rates as well as answer and reduce customer questions
- As the department and company grow, we will be incorporating other Justworks products into our upsell catalog so that we can better meet our customers’ needs!
- This is an excellent opportunity to gain a deep understanding of our sales processes, as well as our operational structure on a highly cross-functional team!
- Primarily you will be working to upsell our smaller customers
- Look for efficiencies in our upsell process and come up with creative ways to scale
- Manage an end-to-end upsell pipeline and all supporting activities; meet or exceed your quotas
- Run pilots and tests to upsell different product lines
- Partner with product teams to reduce friction in our upsell process
- Propose strategies to improve effectiveness in our upsell process to our smallest customers
- Provide expert-level support to customers around Justworks' continually expanding product and service offerings
- Display a high level of professionalism and compassion when working with each account
- Explain complicated concepts (related to health insurance, compliance, taxes, etc.) in simple, user-friendly terms
- Perform other duties as needed based on department and/or organizational needs
- How You Will Do Your Work:
- As an Account Development Associate, 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 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
- 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 salesperson possesses to enact the exchange of value between a buyer and the vendor
- 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
- Solution-oriented - identifies the source of a question or challenge and provides the right, or a better, way of doing things
- 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.”
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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