Who We Are

At Justworks youll 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.

Were helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues. Were data-driven and never stop iterating. If youd like to work in a supportive entrepreneurial environment are interested in building something meaningful and having fun while doing it wed love to hear from you.

Were 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 youll fit right in.

Who You Are

You are a dependable natural leader who doesnt just manage a teamyou 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 companys 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 teams 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 enhancenot replacehuman 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

Qualifications

• Experience: 2 years in a sales role (HCM/PEO preferred) and 2 years of management experience
• Technical Fluency: Experience with Salesforce and Gong required; familiarity with modern sales engagement and AI-driven tools (e.g. Gong Engage ) strongly preferred
• Leadership: Proven ability to manage and develop a team to achieve performance goals
• Drive: A lead-from-the-front mentality with the ability to coach problem-solve and operate in a fast-moving environment

This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at $97650.00 - $107415.00 in our Tampa office and competitive On-Target Earnings inclusive of incentive compensation of *$151650.00 - $172415.00. 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-Hybrid #LI-KO1

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.

Were 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 youre in need of a reasonable accommodation please reach out to us at . Your comfort and success matter to us and were here to ensure an inclusive experience.

Our DEIB Report