Manager, Sales Development

Justworks•Phoenix, AZ

5h•Hybrid

About The Position

The Manager, Sales Development is responsible for driving a significant portion of company revenue by building and motivating a high-performing SDR team, generating meaningful pipeline, and developing future Account Executives. The manager owns the team's daily and weekly operating rhythm, coaches representatives, maintains pipeline quality and CRM accuracy, and helps evolve outbound sales practices through signal-based selling, AI, and automation. The role partners with Revenue Operations, Enablement, and leadership to improve training, workflows, productivity, and performance. It also supports diverse hiring, development, and inclusion while maintaining a high-performance, supportive team culture aligned with Justworks’ values.

Requirements

At least 2 years of experience in a sales role; HCM/PEO experience preferred.
At least 2 years of management experience.
Experience with Salesforce and Gong.
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 work in a fast-moving environment.
Good judgment and the ability to interpret data, identify patterns, and make sound decisions.
Strong attention to data accuracy, pipeline quality, and execution.
A results-driven approach and ability to deliver against outbound targets.
A strong foundation in outbound sales and openness to evolving approaches through AI, automation, and signal-based selling.
Clear communication and ability to coach effectively and communicate across stakeholders.

Nice To Haves

HCM/PEO sales experience.
Familiarity with modern sales engagement and AI-driven tools, such as Gong Engage and Actively.ai.
For internal candidates, a strong track record as a Senior SDR or Sales Associate may be considered in lieu of prior management experience.

Responsibilities

Lead weekly one-on-one coaching focused on skill development, pipeline quality, and career progression, using data and sales interactions such as Gong recordings.
Run focused team meetings that translate company goals into priorities and daily execution.
Train the team on evolving outbound methods, including signal-based prospecting, thoughtful outreach, and effective use of AI tools.
Partner with leadership to support accountability, performance, and healthy competition.
Use Salesforce, Gong, and other tools to identify performance gaps, coach in real time, and ensure activity produces high-quality pipeline.
Maintain CRM hygiene and data accuracy, and use automation to reduce manual work and improve consistency.
Track and analyze KPIs, identify trends, and adjust strategy to improve results.
Help SDRs prioritize accounts and opportunities to improve conversion and pipeline quality.
Develop SDRs’ skills for future Account Executive roles, including discovery, business acumen, and deal awareness.
Partner with Revenue Operations and Enablement to roll out training, workflows, and tools that improve performance and efficiency.
Help the team use AI and automation thoughtfully to enhance human engagement.
Maintain a high-performance, supportive team environment aligned with Justworks values.
Support diverse hiring, development, and inclusion across the team.