Manager, Account Executives - Sales

Justworks•New York, NY

3d•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 As a Manager, Sales, you are the primary engine of our high-growth Account Executive organization. You are a dependable, natural leader who doesn’t just manage a team—you build a winning culture. You are a master of sales fundamentals, a data-driven coach who lives in the numbers, and a "player-coach" who knows how to move the needle on complex deals. You thrive in the weeds of pipeline mechanics and are obsessed with iterating on processes to drive elite performance. This is the foundational leadership role that prepares you to scale into regional management. Your Success Profile The Team Operating System (Meetings & Leadership) You own the daily and weekly rhythm of your team, ensuring every AE is aligned and empowered: Coaching & Performance: Lead high-impact weekly 1:1s with AEs focused on skill development and career progression; deliver rigorous performance reviews and implement development plans with precision. Team Alignment: Schedule and lead high-energy team meetings that translate high-level company goals into actionable daily tactics. Methodology Mastery: Train your team on the Justworks sales methodology, ensuring every rep is a consultant-level expert in our product suite. Pipeline Integrity & Execution You are the "Single Source of Truth" for your team’s funnel and forecasting accuracy: Data Rigor & Gong: Use Gong and Salesforce data to diagnose performance gaps, provide real-time coaching, and ensure your team’s activity translates into revenue. CRM Excellence: Enforce flawless CRM hygiene; you ensure that stages, close dates, and deal categories are accurate, providing the clean data the Senior Manager needs for regional forecasting. Metric Tracking: Proactively track and report on team KPIs, identifying trends before they become problems and iterating on outbound strategies to fuel growth. Closing & Commercial Excellence You are the tactical lead ensuring your team wins the "War Room" deals: Deal Support: Attach yourself to key opportunities, coaching AEs through the finish line of complex PEO and International negotiations. Resource Leverage: Guide your team in effectively utilizing specialists (Underwriting, Finance, Legal) to maximize conversion rates and shorten sales cycles. Sales Motivation: Collaborate with leadership to design and execute sales contests and motivational initiatives that drive "Grit" and healthy competition. Culture & Talent Development You are the face of Justworks values for our frontline contributors: Talent Acquisition: Own the initial stages of the interview loop; hire high-performing salespeople who align with COGIS values and possess the drive to exceed targets. Engagement & Culture: Embody company culture daily, maintaining high employee engagement and fostering a supportive, "work hard/play hard" environment. DEIB Champion: Act as a strong driver for DEIB initiatives, ensuring diverse perspectives are recruited, heard, and developed within your team. How You Will Do Your Work In this role, your foundational knowledge, skills, and personal attributes are anchored in the following: Good judgment – the exercise of critical thinking, identifying patterns in team performance, and taking ownership of the outcome. Detail-oriented – exercises extreme attention to detail in deal mechanics and data reporting; seeks to understand both the cause and effect of sales cycles. Results-driven – consistently achieves revenue targets, even under difficult market circumstances. Foundational Sales Knowledge – expert-level mastery of prospecting, cold calling, negotiating, and closing to lead by example. Clear communication – the ability to simplify complex HR/Tax concepts for the team and articulate team needs upward to Senior Leadership. Our Core Values (COGIS): Camaraderie, Openness, Grit, Integrity, and Simplicity.

Requirements

Experience: Minimum of 3+ years in a sales representative role (Human Capital Management/PEO preferred) and 2+ years of prior management experience.
Technical Fluency: Proficient in Salesforce, Gong, LinkedIn Sales Navigator, and SalesLoft.
Leadership: A proven track record of managing a team of at least 4+ people to quota attainment.
Drive: A "lead-from-the-front" mentality with the ability to dive into a cold call one minute and analyze a performance dashboard the next.

Responsibilities

Coaching & Performance: Lead high-impact weekly 1:1s with AEs focused on skill development and career progression; deliver rigorous performance reviews and implement development plans with precision.
Team Alignment: Schedule and lead high-energy team meetings that translate high-level company goals into actionable daily tactics.
Methodology Mastery: Train your team on the Justworks sales methodology, ensuring every rep is a consultant-level expert in our product suite.
Data Rigor & Gong: Use Gong and Salesforce data to diagnose performance gaps, provide real-time coaching, and ensure your team’s activity translates into revenue.
CRM Excellence: Enforce flawless CRM hygiene; you ensure that stages, close dates, and deal categories are accurate, providing the clean data the Senior Manager needs for regional forecasting.
Metric Tracking: Proactively track and report on team KPIs, identifying trends before they become problems and iterating on outbound strategies to fuel growth.
Deal Support: Attach yourself to key opportunities, coaching AEs through the finish line of complex PEO and International negotiations.
Resource Leverage: Guide your team in effectively utilizing specialists (Underwriting, Finance, Legal) to maximize conversion rates and shorten sales cycles.
Sales Motivation: Collaborate with leadership to design and execute sales contests and motivational initiatives that drive "Grit" and healthy competition.
Talent Acquisition: Own the initial stages of the interview loop; hire high-performing salespeople who align with COGIS values and possess the drive to exceed targets.
Engagement & Culture: Embody company culture daily, maintaining high employee engagement and fostering a supportive, "work hard/play hard" environment.
DEIB Champion: Act as a strong driver for DEIB initiatives, ensuring diverse perspectives are recruited, heard, and developed within your team.