Manager, Sales Development

Justworks•Tampa, FL

6d•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 dependable, natural leader who doesn’t just manage a team—you build a winning culture. You are a master of outbound sales fundamentals, and a data-driven coach who uses insights, signals, and modern tools to develop your team into top performers who consistently exceed expectations and drive meaningful pipeline. As the Manager of Sales Development, you will be responsible for driving a significant portion of the company's revenue, building and motivating a high-performing team, and developing future Account Executives. We view Sales Development Representatives as the primary pipeline for our AE organization, and your leadership will directly shape the next generation of top-performing sellers at Justworks. As we continue to modernize our outbound motion, you will play a key role in evolving how we operate — leveraging AI, automation, and signal-based selling to increase efficiency and effectiveness. You are comfortable questioning existing processes and leading change that improves productivity, pipeline quality, and the overall customer experience. Your Success Profile The Team Operating System You own the daily and weekly rhythm of your team, ensuring every SDR is aligned, productive, and continuously improving: Coaching & Performance: Lead high-impact weekly 1:1s focused on skill development, pipeline quality, and career progression. Use data and real interactions (e.g., Gong) to deliver targeted, actionable coaching. Team Alignment: Run focused team meetings that translate company goals into clear priorities and daily execution. Modern Outbound Execution: Train your team on Justworks’ evolving outbound approach, including signal-based prospecting, thoughtful outreach, and effective use of AI tools to increase productivity and relevance. Sales Motivation: Partner with leadership to drive accountability, performance, and healthy competition across the team. Pipeline Integrity & Execution You are accountable for both the quality and accuracy of your team’s pipeline: Data-Driven Coaching: Use Salesforce, Gong, and other tools to identify performance gaps, coach in real time, and ensure activity translates into high-quality pipeline. CRM Excellence: Maintain strong CRM hygiene and data accuracy, while also leveraging automation to reduce manual work and improve consistency. Performance Management: Track and analyze key KPIs, proactively identifying trends and adjusting strategy to improve results. Signal & Conversion Focus: Help your team prioritize the right accounts and opportunities, improving not just volume, but conversion and pipeline quality. Culture & Talent Development You are responsible for building both performance and long-term talent: Talent Development: Coach SDRs to not only hit targets, but build the skills required to become successful AEs (discovery, business acumen, deal awareness). Effective Enablement: Partner with Revenue Operations and Enablement to roll out training, workflows, and tools that improve both performance and efficiency. AI Adoption & Upskilling: Help your team effectively use AI and automation in their day-to-day work, ensuring tools are used thoughtfully to enhance—not replace—human engagement. Engagement & Culture: Maintain a high-performance, supportive team environment aligned with Justworks values. DEIB Champion: Actively support diverse hiring, development, and inclusion across your team. How You Will Do Your Work In this role, your foundational knowledge, skills, and attributes include: Good judgment – ability to interpret data, identify patterns, and make sound decisions Detail-oriented – strong attention to data accuracy, pipeline quality, and execution Results-driven – consistently delivers against outbound targets Modern Sales Acumen – strong foundation in outbound sales, with an openness to evolving approaches through AI, automation, and signal-based selling Clear communication – ability to coach effectively and communicate across stakeholders Our Core Values (COGIS): Camaraderie, Openness, Grit, Integrity, and Simplicity

Requirements

2+ years in a sales role (HCM/PEO preferred)
2+ years of management experience
Experience with Salesforce and Gong required
Proven ability to manage and develop a team to achieve performance goals
A “lead-from-the-front” mentality with the ability to coach, problem-solve, and operate in a fast-moving environment
Good judgment – ability to interpret data, identify patterns, and make sound decisions
Detail-oriented – strong attention to data accuracy, pipeline quality, and execution
Results-driven – consistently delivers against outbound targets
Modern Sales Acumen – strong foundation in outbound sales, with an openness to evolving approaches through AI, automation, and signal-based selling
Clear communication – ability to coach effectively and communicate across stakeholders

Nice To Haves

Familiarity with modern sales engagement and AI-driven tools (e.g., Gong Engage, Actively.ai) strongly preferred

Responsibilities

Drive a significant portion of the company's revenue.
Build and motivate a high-performing team.
Develop future Account Executives.
Evolve outbound motion by leveraging AI, automation, and signal-based selling.
Lead high-impact weekly 1:1s focused on skill development, pipeline quality, and career progression.
Use data and real interactions (e.g., Gong) to deliver targeted, actionable coaching.
Run focused team meetings that translate company goals into clear priorities and daily execution.
Train the team on Justworks’ evolving outbound approach, including signal-based prospecting, thoughtful outreach, and effective use of AI tools.
Partner with leadership to drive accountability, performance, and healthy competition across the team.
Ensure activity translates into high-quality pipeline.
Maintain strong CRM hygiene and data accuracy, while also leveraging automation to reduce manual work and improve consistency.
Track and analyze key KPIs, proactively identifying trends and adjusting strategy to improve results.
Help the team prioritize the right accounts and opportunities, improving not just volume, but conversion and pipeline quality.
Coach SDRs to build the skills required to become successful AEs (discovery, business acumen, deal awareness).
Partner with Revenue Operations and Enablement to roll out training, workflows, and tools that improve both performance and efficiency.
Help the team effectively use AI and automation in their day-to-day work.
Maintain a high-performance, supportive team environment aligned with Justworks values.
Actively support diverse hiring, development, and inclusion across the team.