Director, Marketplace Partnerships

Justworks•New York, NY

8d•$198,000 - $237,600•Hybrid

About The Position

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 strategic, entrepreneurial leader with deep experience building partner ecosystems, marketplaces, or platform partnerships from the ground up. You thrive in fast-paced, high-growth environments and excel at connecting product, go-to-market, and partner needs into a cohesive strategy. You have a strong commercial mindset, know how to monetize partner integrations, and understand what it takes to build a scalable marketplace that drives adoption and customer value. You are both a builder and a leader — capable of shaping long-term marketplace strategy while also rolling up your sleeves to source partners, negotiate deals, and operationalize new motions. You communicate clearly, collaborate cross-functionally, and bring a player/coach approach to building and developing a high-performing team. As the Director of Marketplace Partnerships, you will co-develop and launch Justworks’ partner marketplace while also overseeing the strategy, performance, and roadmap of existing marketplace partners. You will work closely with Product to shape integration priorities, with Sales and Customer Success to build co-selling motions, and with Marketing to bring marketplace offerings to life. You will own the monetization strategy, partner lifecycle, and team responsible for delivering a world-class partner ecosystem.

Requirements

10+ years of experience in Marketplace Partnerships, Platform Partnerships, Product Partnerships, Business Development, or related roles.
Demonstrated experience building or scaling marketplace or ecosystem programs from the ground up.
Strong understanding of product integrations, APIs, and partner enablement workflows.
Experience managing and developing high-performing teams.
Strong commercial, negotiation, and monetization experience.
Proven track record working cross-functionally with Product, Sales, Marketing, and Engineering.
Excellent communication and presentation skills.
Experience operating in fast-paced, data-driven, high-growth tech or SaaS environments.

Nice To Haves

Experience in B2B SaaS, HR tech, benefits, FinTech, or adjacent industries.
Familiarity with platform business models, marketplace monetization models, or ecosystem design.
Working knowledge of Salesforce and partner management systems.
Exposure to technical concepts or comfort working with APIs, integration requirements, or solution architectures.

Responsibilities

Co-build and launch Justworks’ partner marketplace in partnership with Product, Sales, Marketing, and Customer Success.
Define and own the marketplace vision, strategy, and operating model, including integration prioritization, partner segmentation, and ecosystem positioning.
Monetize marketplace partnerships through pricing models, revenue-share frameworks, value-exchange structures, and commercial agreements.
Lead, mentor, and scale the team responsible for marketplace partner management, strategy, and day-to-day operations.
Source, negotiate, and activate new marketplace partners aligned with customer needs and product roadmap priorities.
Manage the partner lifecycle, including onboarding, enablement, integration success, and ongoing performance management.
Drive ecosystem engagement by collaborating closely with Product on integration design, GTM requirements, and marketplace capabilities.
Enable Sales and Customer Success teams to co-sell effectively through training, enablement materials, and repeatable partner workflows.
Partner with Marketing on co-marketing campaigns, marketplace launches, and customer/partner communications.
Use data and insights to track marketplace performance, inform marketplace roadmap decisions, and drive continuous optimization.
Represent Justworks at industry events and partner forums.
Perform other related duties as assigned.