Manager, Account Executives - Sales (California)

Job description

# **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](https://www.justworks.com/careers#values) If this sounds like you, you’ll fit right in. # **Who you are** As a Manager, Account Executives - Sales, you are the primary engine of our high-growth Account Executive organization. You are a dependable, natural leader who doesn’t just manage a team—you build a winning culture. You are a master of sales fundamentals, a data-driven coach who lives in the numbers, and a "player-coach" who knows how to move the needle on complex deals. You thrive in the weeds of pipeline mechanics and are obsessed with iterating on processes to drive elite performance. This is the foundational leadership role that prepares you to scale into regional management. # **Your Success Profile** #### **The Team Operating System (Meetings & Leadership)** You own the daily and weekly rhythm of your team, ensuring every AE is aligned and empowered: - **Coaching & Performance:** Lead high-impact weekly 1:1s with AEs focused on skill development and career progression; deliver rigorous performance reviews and implement development plans with precision. - **Team Alignment:** Schedule and lead high-energy team meetings that translate high-level company goals into actionable daily tactics. - **Methodology Mastery:** Train your team on the Justworks sales methodology, ensuring every rep is a consultant-level expert in our product suite. #### **Pipeline Integrity & Execution** You are the "Single Source of Truth" for your team’s funnel and forecasting accuracy: - **Data Rigor & Gong:** Use Gong and Salesforce data to diagnose performance gaps, provide real-time coaching, and ensure your team’s activity translates into revenue. - **CRM Excellence:** Enforce flawless CRM hygiene; you ensure that stages, close dates, and deal categories are accurate, providing the clean data the Senior Manager needs for regional forecasting. - **Metric Tracking:** Proactively track and report on team KPIs, identifying trends before they become problems and iterating on outbound strategies to fuel growth. #### **Closing & Commercial Excellence** You are the tactical lead ensuring your team wins the "War Room" deals: - **Deal Support:** Attach yourself to key opportunities, coaching AEs through the finish line of complex PEO and International negotiations. - **Resource Leverage:** Guide your team in effectively utilizing specialists (Underwriting, Finance, Legal) to maximize conversion rates and shorten sales cycles. - **Sales Motivation:** Collaborate with leadership to design and execute sales contests and motivational initiatives that drive "Grit" and healthy competition. #### **Culture & Talent Development** You are the face of Justworks values for our frontline contributors: - **Talent Acquisition:** Own the initial stages of the interview loop; hire high-performing salespeople who align with COGIS values and possess the drive to exceed targets. - **Engagement & Culture:** Embody company culture daily, maintaining high employee engagement and fostering a supportive, "work hard/play hard" environment. - **DEIB Champion:** Act as a strong driver for DEIB initiatives, ensuring diverse perspectives are recruited, heard, and developed within your team. ## **How You Will Do Your Work** In this role, your foundational knowledge, skills, and personal attributes are anchored in the following: - **Good judgment** – the exercise of critical thinking, identifying patterns in team performance, and taking ownership of the outcome. - **Detail-oriented** – exercises extreme attention to detail in deal mechanics and data reporting; seeks to understand both the cause and effect of sales cycles. - **Results-driven** – consistently achieves revenue targets, even under difficult market circumstances. - **Foundational Sales Knowledge** – expert-level mastery of prospecting, cold calling, negotiating, and closing to lead by example. - **Clear communication** – the ability to simplify complex HR/Tax concepts for the team and articulate team needs upward to Senior Leadership. **Our Core Values (COGIS):** - **Camaraderie, Openness, Grit, Integrity, and Simplicity.** # **Qualifications** - **Experience:** Minimum of 3+ years in a sales representative role (Human Capital Management/PEO preferred) and 2+ years of prior management experience. - **Technical Fluency:** Proficient in Salesforce, Gong, LinkedIn Sales Navigator, and SalesLoft. - **Leadership:** A proven track record of managing a team of at least 4+ people to quota attainment. - **Drive:** A "lead-from-the-front" mentality with the ability to dive into a cold call one minute and analyze a performance dashboard the next. This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at $144,615.00 - $159,077.00 in the state of California, and competitive On-Target Earnings, inclusive of incentive compensation, of \*$247,215.00 - $269,077.00. 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-BF1 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](https://www.justworks.com/careers#total-reward-philosophy). # **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](mailto:accommodations@justworks.com). Your comfort and success matter to us, and we're here to ensure an inclusive experience. [Our DEIB Report](https://www.justworks.com/press/company-news/justworks-impact-report-2024)