Senior Manager, Sales

Justworks•Phoenix, AZ

1d•Hybrid

About The Position

As a Senior Manager, Sales within the Account Executive organization, you will continue to build on your leadership skills and track record and take on multiple teams. You don’t just manage managers; you set the cultural tone, drive the rigorous execution of our "Sales Operating System," and serve as the bridge between the field and our executive leadership. You are a master of pipeline mechanics, a strategic closer for high-value deals, and a champion of change management who ensures our growth is both aggressive and disciplined.

Requirements

Experience: 5+ years of sales leadership experience, preferably having managed managers in a high-growth HCM or SaaS environment.
Product Knowledge: Deep familiarity with PEO, International payroll, or complex insurance/benefit models is a major plus.
Technical Fluency: Expert-level command of Gong, Salesforce, and data visualization tools to drive regional performance.
Communication: A "Master Communicator" who can simplify complex underwriting or organizational changes into actionable steps for the team.
The "Grit" Factor: Ability to dive into the weeds of a deal one hour and present regional strategy to Finance/Underwriting the next.

Responsibilities

Coaching & Accountability: Lead weekly 1:1s with Managers and skip-levels with AEs; contribute to the All-AE Manager agenda and host the Bi-Weekly AE All-Hands to drive change management and alignment.
Deal Strategy: Host the weekly "War Room" to dive deep into top opportunities and the Regional AE meeting to foster collective winning.
Backfill Leadership: Act as an interim leader for teams during manager absences, ensuring no loss in momentum.
Pipeline Generation: Direct all-channel pipeline strategy. You ensure outbound efforts are organized and effective, leveraging marketing triggers and partner relationships (AE owned to Partnerships owned) to fuel growth.
Data Rigor & Gong: Leverage Gong data for forecasting, coaching, and pipeline management; you hold your managers accountable to doing the same.
Cleanliness & Dashboards: Maintain a regional dashboard to highlight key data. You own the "Single Source of Truth"—ensuring close dates, stages, and categories are flawless.
Complex Negotiations: Attach yourself to strategic deals, often leading presentations to push them across the finish line.
Technical Liaison: Work directly with Finance, Workers' Comp, and Health Underwriters to win business.
Authority: Act as the final approver for admin discounts and the primary advocate for medical pricing exceptions to Underwriting leadership.
Internal Leverage: Ensure the team effectively utilizes specialists and C-level support to maximize conversion rates.
Culture Champion: Routinely recognize top performance and set a high-energy, high-integrity tone for the region.
Headcount Ownership: Manage the regional headcount (AEs and Managers), staying active in the interview loop and owning the final "Buy/No-Buy" decision for all candidates.
Cross-Functional Representation: Act as the voice of Sales for new company-wide content and initiatives, ensuring the field is bought-in and prepared.