Manager, Digital Sales

Justworks•Phoenix, AZ

6d•Onsite

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. We are looking for a Manager, Digital Sales to build and lead this new commercial motion from our Phoenix office. This is a builder role. You will lead a team of Digital Sales Advisors responsible for converting high-intent small business customers while also helping design and continuously improve the system around them—including customer signals, routing, sales plays, workflows, automation, experimentation, and feedback into our Self-Service experience. You will be accountable for revenue and conversion, but this role is broader than managing a sales number. You will constantly evaluate why customers need human help, which interventions improve outcomes, what our Advisors should do differently, and which interactions we can eventually eliminate through better product experiences, signals, or automation. The right leader combines strong commercial judgment with systems thinking. You are equally comfortable coaching a seller through a customer conversation, analyzing funnel performance, designing an experiment, and partnering with Product or GTM Engineering to improve how customers buy Justworks.

Requirements

Experience leading a high-velocity sales team, ideally serving SMB customers in a digital, product-led, or inbound sales environment.
Strong track record of coaching consultative selling, objection handling, and closing.
Experience building or materially improving a sales motion, rather than only operating an established one.
Strong analytical orientation and comfort using funnel, product, and customer data to make operating decisions.
Demonstrated ability to test new approaches, learn from customer behavior, and translate insights into changes in sales execution.
Systems thinker who can connect customer behavior, process, technology, data, and seller execution.
Experience working cross-functionally with Revenue Operations, Product, Marketing, Analytics, and/or Engineering.
Strong understanding of how AI and automation can improve customer experiences and seller productivity.
Comfortable operating in ambiguity and changing processes quickly as new information emerges.
Willingness to work from our Phoenix office as part of an in-person team.

Nice To Haves

Experience with payroll, benefits, HR technology, PEO, fintech, SaaS, or another complex SMB product is helpful but not required.

Responsibilities

Build, launch, and lead Justworks’ Digital Sales team in Phoenix.
Own the team’s performance across conversion, bookings, sales velocity, product adoption, and seller productivity.
Recruit, onboard, coach, and develop Digital Sales Advisors who can quickly diagnose customer needs, provide focused consultation, handle objections, and confidently close business.
Establish and continuously improve sales plays based on customer behavior, seller performance, and commercial outcomes.
Use customer, product, and behavioral signals to improve how we identify where human intervention is most likely to change the outcome.
Design and run experiments across customer populations, intervention points, messaging, channels, sales plays, and routing approaches.
Build a disciplined operating cadence to understand where customers are getting stuck, which interventions are working, and where the motion needs to change.
Partner with Revenue Effectiveness, Product, Marketing, and Analytics to improve the overall digital buying journey.
Partner with GTM Engineering to automate administrative work and use AI to increase seller capacity and effectiveness.
Translate recurring customer questions, objections, and friction into opportunities to improve Product, Self-Service, marketing, and automation.
Manage staffing and capacity dynamically as customer demand, acquisition channels, product complexity, and Self-Service capabilities evolve.
Establish strong operating discipline around customer dispositions and CRM data so frontline interactions generate useful signals for the broader business.
Build strong partnerships across Self-Service, Managed Sales, Product, Marketing, Revenue Operations, Revenue Readiness, Analytics, and GTM Engineering.