Senior Manager, Sales Strategy & Operations

Justworks • New York, NY

124d • $175,500 - $201,825

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.

Requirements

• 8+ years in Sales Operations, Revenue Operations, or GTM Strategy roles at high-growth B2B SaaS or technology-enabled companies.
• 3+ years leading teams or cross-functional GTM programs.
• Strong track record in segmentation, territory design, funnel analytics, and sales process optimization.
• Hands-on ownership of pricing & discount policy, approval matrices, and commercial governance frameworks.
• Experience partnering with Customer Success / Account Management teams to operationalize upsell and cross-sell motions.
• Demonstrated experience leading tooling evaluations, implementations, and system integrations.
• Proven ability to manage and mentor teams of operations, specialists, and automation experts.
• Strong cross-functional communication skills and comfort working closely with Sales leadership and Marketing.
• CRM expertise (Salesforce required) and familiarity with routing, automation, and enrichment platforms.

Responsibilities

• Design and optimize market segmentation, territory coverage, and account prioritization to maximize seller capacity and opportunity equity.
• Lead GTM pipeline strategy, including outbound play design, account scoring, and enrichment programs to improve lead quality and conversion rates.
• Segment and operationalize installed-base (customer) growth: identify expansion whitespace, define upsell / cross-sell play tiers, and partner with CS/Account Management to generate qualified expansion pipeline.
• Monitor and enhance funnel conversion, win/close rates, and deal velocity across both new logo and expansion motions through rigorous stage definitions, analytics, and cross-functional alignment.
• Define and track productivity and return-on-effort metrics while identifying high-leverage activities.
• Establish and maintain sales process standards, governance, and stage criteria across GTM teams, ensuring clarity and adoption.
• Partner with Enablement to roll out training, playbooks, and process updates that align with business objectives.
• Re-engineer GTM workflows, routing, and assignment rules to reduce cycle times and eliminate friction.
• Drive large-scale change initiatives, aligning stakeholders and ensuring seamless adoption of new tools, processes, and metrics.
• Support annual planning, headcount allocation, and coverage modeling in partnership with Revenue Planning, Sales, Finance, and Marketing.
• Deliver executive-ready performance insights, pipeline health reports, and scenario models to guide strategic decisions.
• Provide recurring expansion performance insights to Sales, CS, and Finance.

Benefits

• Wellness program offerings
• Company retreats
• Diversity and inclusion initiatives
• Support for candidates with disabilities
• Reasonable accommodations for employees based on sincerely held religious beliefs

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Professional, Scientific, and Technical Services