Manager, Account Development

Who We Are 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 Leadership comes naturally to you. You put your people before all else, and are always thinking about how to develop their skills, provide them with new experiences, and grow their sales knowledge. You are hardworking, persistent, and a dependable natural leader who knows how to motivate and maintain a high performing team while being positive and enthusiastic. You are analytical and will not make decisions unless you have the numbers to back up those decisions. You love building, executing, and hitting sales plans to achieve and surpass expectations. You have a strong track record of exceeding results and iterating to improve processes. It truly excites you to grow a new business unit and solve real problems. As the Manager of Account Development, you will be responsible for driving a significant portion of the company's revenue from our existing customer base, help build and motivate a great team, and develop others in a meaningful way. You will have the ability to question the effectiveness of current processes and procedures in order to lead change to increase the efficiency of our sales force. You will work closely with lifecycle marketing, revenue effectiveness, and CSO to shape strategies to reach our customers more effectively and create more value in their Justworks experience. Your Success Profile What You Will Work On Coach, hire, mentor, motivate and lead a team of Account Development Executives Help develop and train the future leaders and top performers of the company Manage day-to-day performance of all sales team members and deliver reviews Embody company culture and maintain high sales employee engagement Work cross-functionally with Lifecycle Marketing, Revenue Effectiveness, CSO, and other departments to shape customer outreach strategies Track team metrics and report data and forecasts to leadership on a regular basis Ensure correct usage of CRM and other sales applications Maintain and grow a standard of excellence Work with internal teams to improve processes, positioning, and strategies with an eye toward improving ability to upsell/cross sell Lead and schedule weekly team meetings with sales team and leadership Meet predetermined team goals through the activities of direct reports Collaborate across teams to support upselling and cross-selling customers How You Will Do Your Work As a Manager of Account Development, how results are achieved is paramount for your success and ultimately result in our success as an organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following competencies: Good judgement - the exercise of critical thinking, analyzing and assessing problems and implications, identifying patterns, making connections of underlying issues, understanding risks and developing mitigation strategies, and taking ownership of the outcome. Detail-oriented - exercises extreme attention to detail; is thorough, accurate, organized, and productive and seeks to understand both the cause and effect of a situation. Foundational sales knowledge - the specific set of sales skills (prospecting, cold calling, nurturing, engaging, presenting, negotiating, closing etc) and knowledge (product, markets, trends, business etc) a person possesses to enact the exchange of value between a buyer and the vendor. Results-driven - consistently achieves results, even under difficult circumstances. Clear communication - the ability to articulate thoughts and express ideas effectively using oral, written, visual and non-verbal communication skills, as well as listening skills to gain understanding. In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for: Camaraderie - Day to day you can be seen working together toward a higher purpose. You like to have fun. You’re an active listener, treat people respectfully, and have a strong desire to know and help others. Openness - Your default is to be open. You're willing to share information, understand other perspectives, and consider new possibilities. You’re curious, ask open questions, and are receptive to thoughts and feedback from others. Grit - You demonstrate grit by having the courage to commit and persevere. You’re committed, earnest, and dive in to get the job done well with a positive attitude. Integrity - Simply put, do what you say and say what you'll do. You’re honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example. Simplicity - Be like Einstein: “Everything should be made as simple as possible, but no simpler.” Qualifications Minimum of 3 years of sales and/or upsell experience in a closing role Minimum of 2 years of management experience preferred Multi-language skills are a plus You love data - you make decisions that are backed up by the numbers You have strong interpersonal skills Exceptional written and oral communication skill Familiarity with forecasting Growth-mindset Hardworking, persistent, and dependable This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at $137,000.00-$177,000.00 and competitive On-Target Earnings, inclusive of incentive compensation, of *$210,800.00-$272,300.00. Final offers may vary from those listed. *Incentive compensation is not guaranteed, and earning is subject to the terms and conditions of the applicable incentive compensation plan. #LI-Remote #LI-AM2 Actual compensation is based on multiple factors that are unique to each candidate, including and not limited to skill set, level of relevant experience, and specific work location. Salary ranges for positions based in other locations may differ based on the cost of labor in that location. For more information about Justworks’ Total Reward Philosophy, including all of the perks and benefits we are proud to offer our team members, please visit Total Rewards @ Justworks. Diversity At Justworks Justworks is committed to maintaining a workplace where diversity of identity, culture, and life experience is the norm and is celebrated authentically and respected consistently. Diversity in our work, our people, and our product drives creativity and innovation, entrepreneurial leadership and integrity, competitiveness, and collaboration throughout our business and in the market. We depend on our differences to make our team stronger, our workplace more dynamic, and our product accessible to all of our customers. We’re proud to be an equal opportunity employer open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital or familial status, disability, pregnancy, gender identity or expression, veteran status, genetic information, or any other legally protected status. Justworks is fully dedicated to providing necessary support to candidates with disabilities who may require reasonable accommodations. We also provide reasonable accommodations to employees based on their sincerely held religious beliefs, as well as for other covered reasons consistent with applicable federal, state, and local laws. If you're in need of a reasonable accommodation, please reach out to us at accommodations@justworks.com. Your comfort and success matter to us, and we're here to ensure an inclusive experience. Our DEIB Report