Director of AI Ecosystem & Partnerships

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.

Responsibilities

• Define and lead Justworks' commercial AI ecosystem strategy
• Develop a unified strategy for how Justworks wins within AI platforms, agentic workflows, and emerging software ecosystems.
• Translate fragmented efforts across integrations, APIs, partnerships, AI discovery, and go-to-market into a clear roadmap with measurable outcomes.
• Identify where Justworks should invest, partner, build, or experiment to increase visibility and adoption in AI-driven customer journeys.
• Build executive-ready recommendations that connect AI ecosystem opportunities to commercial impact, customer value, and long-term strategic positioning.
• Build and scale strategic AI partnerships
• Own and develop relationships with frontier AI labs, AI platforms, developer ecosystems, and other strategic partners.
• Identify opportunities for commercial partnerships, co-marketing, marketplace placement, featured integrations, and ecosystem distribution.
• Ensure Justworks is not only technically integrated, but visible, trusted, and prioritized within relevant partner ecosystems.
• Represent Justworks externally with the credibility and judgment required to engage senior partner stakeholders.
• Drive AI-native go-to-market and discovery
• Partner with Marketing to evolve traditional search and content strategies into AI discovery and Answer Engine Optimization approaches.
• Help define how Justworks should appear in AI-generated experiences, recommendations, and customer research workflows.
• Develop messaging, campaigns, and channel strategies tailored to AI-first startups, technology companies, and businesses adopting AI-native workflows.
• Turn AI platform visibility, customer behavior, and ecosystem data into practical recommendations for Sales, Marketing, and Product.
• Partner closely with Product and Engineering
• Collaborate with Product and Engineering on integrations, API capabilities, and platform requirements that support AI ecosystem adoption.
• Translate partner needs, customer workflows, and market signals into clear product insights and prioritization inputs.
• Help evaluate which technical investments are most likely to create commercial leverage.
• Bridge business strategy and technical execution without needing to be the technical owner.
• Create commercial impact and operating leverage
• Define success metrics across platform visibility, partner-sourced pipeline, AI-driven acquisition, ecosystem placement, and revenue contribution.
• Build business cases that help leadership evaluate trade-offs, resource needs, and investment priorities.
• Turn early experiments into repeatable growth motions.
• Develop reusable frameworks, narratives, and operating models that help internal teams understand and act on AI ecosystem opportunities.

Requirements

• Justworks is building for the future of work - and increasingly, that work is happening inside AI platforms, agentic workflows, and new software ecosystems.
• The mandate is simple: help ensure Justworks is not only integrated into the next generation of workflows, but discovered, recommended, trusted, and adopted by the businesses using them.
• Your Success Profile
• You have 8-12+ years of experience in strategic partnerships, business development, platform ecosystems, corporate strategy, produc

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