Senior Manager, Sales

Who We Are At Justworks, you’ll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community. We work hard and care about our most prized asset - our people. We’re helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues. We’re data-driven and never stop iterating. If you’d like to work in a supportive, entrepreneurial environment, are interested in building something meaningful and having fun while doing it, we’d love to hear from you. We're united by shared goals and shared motivations at Justworks. These are best summed up in our company values, which are reflected in our product and in our team. Our Values If this sounds like you, you’ll fit right in. Who you are As a Senior Manager, Sales within the Account Executive organization, you will continue to build on your leadership skills and track record and take on multiple teams. You don’t just manage managers; you set the cultural tone, drive the rigorous execution of our "Sales Operating System," and serve as the bridge between the field and our executive leadership. You are a master of pipeline mechanics, a strategic closer for high-value deals, and a champion of change management who ensures our growth is both aggressive and disciplined. Your Success Profile What You Will Work On The Regional Operating System (Meetings & Leadership) You own the rhythm of the business for your region, ensuring high-impact communication and accountability: Coaching & Accountability: Lead weekly 1:1s with Managers and skip-levels with AEs; contribute to the All-AE Manager agenda and host the Bi-Weekly AE All-Hands to drive change management and alignment. Deal Strategy: Host the weekly "War Room" to dive deep into top opportunities and the Regional AE meeting to foster collective winning. Backfill Leadership: Act as an interim leader for teams during manager absences, ensuring no loss in momentum. Revenue & Pipeline Command You are responsible for the health and accuracy of the regional funnel across PEO and International products: Pipeline Generation: Direct all-channel pipeline strategy. You ensure outbound efforts are organized and effective, leveraging marketing triggers and partner relationships (AE owned to Partnerships owned) to fuel growth. Data Rigor & Gong: Leverage Gong data for forecasting, coaching, and pipeline management; you hold your managers accountable to doing the same. Cleanliness & Dashboards: Maintain a regional dashboard to highlight key data. You own the "Single Source of Truth"—ensuring close dates, stages, and categories are flawless. Strategic Deal & Underwriting Execution You are the strategic lead for the region’s most complex business: Complex Negotiations: Attach yourself to strategic deals, often leading presentations to push them across the finish line. Technical Liaison: Work directly with Finance, Workers' Comp, and Health Underwriters to win business. Authority: Act as the final approver for admin discounts and the primary advocate for medical pricing exceptions to Underwriting leadership. Internal Leverage: Ensure the team effectively utilizes specialists and C-level support to maximize conversion rates. Cultural Stewardship & Talent You are the face of the Justworks brand within your region: Culture Champion: Routinely recognize top performance and set a high-energy, high-integrity tone for the region. Headcount Ownership: Manage the regional headcount (AEs and Managers), staying active in the interview loop and owning the final "Buy/No-Buy" decision for all candidates. Cross-Functional Representation: Act as the voice of Sales for new company-wide content and initiatives, ensuring the field is bought-in and prepared. How You Will Do Your Work As a Senior Manager, how results are achieved is paramount for your success and ultimately results in our success as an organization. In this role, your foundational knowledge, skills, abilities, and personal attributes are anchored in the following: 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 and seeks to understand both the cause and effect of a situation. Results-driven- consistently achieves results, even under difficult circumstances. 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. 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. 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.” Qualifications Experience: 5+ years of sales leadership experience, preferably having managed managers in a high-growth HCM or SaaS environment. Product Knowledge: Deep familiarity with PEO, International payroll, or complex insurance/benefit models is a major plus. Technical Fluency: Expert-level command of Gong, Salesforce, and data visualization tools to drive regional performance. Communication: A "Master Communicator" who can simplify complex underwriting or organizational changes into actionable steps for the team. The "Grit" Factor: Ability to dive into the weeds of a deal one hour and present regional strategy to Finance/Underwriting the next. #LI-Hybrid #LI-BF1 Actual compensation is based on multiple factors that are unique to each candidate, including and not limited to skill set, level of relevant experience, and specific work location. Salary ranges for positions based in other locations may differ based on the cost of labor in that location. For more information about Justworks’ Total Reward Philosophy, including all of the perks and benefits we are proud to offer our team members, please visit Total Rewards @ Justworks. Diversity At Justworks Justworks is committed to maintaining a workplace where diversity of identity, culture, and life experience is the norm and is celebrated authentically and respected consistently. Diversity in our work, our people, and our product drives creativity and innovation, entrepreneurial leadership and integrity, competitiveness, and collaboration throughout our business and in the market. We depend on our differences to make our team stronger, our workplace more dynamic, and our product accessible to all of our customers. We’re proud to be an equal opportunity employer open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital or familial status, disability, pregnancy, gender identity or expression, veteran status, genetic information, or any other legally protected status. Justworks is fully dedicated to providing necessary support to candidates with disabilities who may require reasonable accommodations. We also provide reasonable accommodations to employees based on their sincerely held religious beliefs, as well as for other covered reasons consistent with applicable federal, state, and local laws. If you're in need of a reasonable accommodation, please reach out to us at accommodations@justworks.com. Your comfort and success matter to us, and we're here to ensure an inclusive experience. Our DEIB Report