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