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

You are a trusted strategic partner to Sales and GTM leadership—someone who thrives in fast-paced environments and brings clarity to complex, high-impact decisions. You combine analytical rigor with operational savvy and know how to turn insight into execution.

You understand the nuances of building and scaling a SaaS GTM motion—territories, funnel mechanics, pipeline health, capacity models, and expansion strategy. You’re equally comfortable building performance dashboards, leading QBRs, advising senior stakeholders, or owning the rhythm of GTM planning and forecasting.

You see Revenue Operations not as a service function, but as a critical driver of growth, predictability, and focus.

What You Will Work On

GTM & Market Strategy

• Design and optimize market segmentation, territory coverage, and account prioritization to maximize seller capacity and opportunity equity.
• Lead GTM pipeline strategy, including outbound play design, account scoring, and enrichment programs to improve lead quality and conversion rates.
• Segment and operationalize installed-base (customer) growth: identify expansion whitespace, define upsell / cross-sell play tiers, and partner with CS/Account Management to generate qualified expansion pipeline

Pipeline & Performance Optimization

• Monitor and enhance funnel conversion, win/close rates, and deal velocity across both new logo and expansion motions (upsell, cross-sell) through rigorous stage definitions, analytics, and cross-functional alignment.
• Define and track productivity and return-on-effort metrics (pipeline coverage, ARR per seller) while identifying high-leverage activities.

Sales Process & Governance

• Establish and maintain sales process standards, governance, and stage criteria across GTM teams, ensuring clarity and adoption.

• Partner with Enablement to roll out training, playbooks, and process updates that align with business objectives.

Process Innovation & Change Management

• Re-engineer GTM workflows, routing, and assignment rules to reduce cycle times and eliminate friction.
• Drive large-scale change initiatives, aligning stakeholders and ensuring seamless adoption of new tools, processes, and metrics.

Cross-Functional Planning & Insights

• Support annual planning, headcount allocation, and coverage modeling in partnership with Revenue Planning, Sales, Finance, and Marketing.
• Deliver executive-ready performance insights, pipeline health reports, and scenario models to guide strategic decisions.
• Provide recurring expansion performance insights (expansion ARR, attach rates, NRR drivers) to Sales, CS, and Finance; highlight where targeted plays can unlock incremental growth within existing accounts

How You Will Do Your Work

As a Senior Manager of Sales Strategy & Operations, how results are achieved is paramount for your success and that of our organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following:

• Good Judgment - Use critical thinking to analyze situations thoroughly, foresee potential issues, and develop proactive solutions to mitigate risks.
• Consultative - takes an approach that focuses on building relationships with others, understanding their problems, and developing solutions to their challenges through open-ended questions and active listening.
• Business Insight - applying knowledge of business and the marketplace to advance the organization’s goals.