Account Development Executive

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 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. Your Success Profile What You Will Work On Own the end-to-end sales cycle for post-sale upsell and cross-sell opportunities (e.g., PEO Basic to Plus, International, Payroll to PEO), from customer discovery to quoting, proposal, and contracting to ultimately drive revenue expansion. Serve as the primary point of contact for product-specific upsell motions, working in partnership with CSMs, Support, and Customer Retention as appropriate. Leverage AI enabled tooling and prospecting systems to reach customers at the right time, in the right way, with the right message to drive revenue expansion. 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, Salesloft, 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. Meet or exceed sales quotas tied to upsell and cross-sell revenue targets. Perform other duties as needed based on department and/or organizational needs. How You Will Do Your Work As an Account Development Executive, 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. Customer Focus - Build strong customer relationships and deliver customer-centric solutions Plans and Alig