Manager, Sales Development

About the role

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.

Requirements

• 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 team's 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 enhance-not replace-human 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
• Experience: 2+ years in a sales role (

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