As the Manager of Sales Development, you will be responsible for driving a significant portion of the company's revenue, building and motivating a high-performing team, and developing future Account Executives. Sales Development Representatives are the primary pipeline for the AE organization, and your leadership will directly shape the next generation of top-performing sellers at Justworks. You will play a key role in evolving outbound operations while leveraging AI, automation, and signal-based selling to increase efficiency and effectiveness, and improve productivity, pipeline quality, and the overall customer experience.
Responsibilities
Drive a significant portion of the company's revenue; build and motivate a high-performing team; develop future Account Executives; shape the next generation of top-performing sellers; evolve outbound operations using AI, automation, and signal-based selling; own the daily and weekly rhythm of the team; lead weekly 1:1s focused on skill development, pipeline quality, and career progression; run focused team meetings; train the team on signal-based prospecting, thoughtful outreach, and effective use of AI tools; drive accountability, performance, and healthy competition; use Salesforce, Gong, and other tools to identify performance gaps and coach in real time; maintain CRM hygiene and data accuracy; track and analyze key KPIs; help the team prioritize accounts and opportunities to improve conversion and pipeline quality; coach SDRs to build skills required to become successful AEs; partner with Revenue Operations and Enablement to roll out training, workflows, and tools; help the team effectively use AI and automation; maintain a high-performance, supportive team environment aligned with Justworks values; support diverse hiring, development, and inclusion across the team
Requirements
2+ years in a sales closing role; 2+ years of management experience, specifically having transitioned into an SDR Manager role; experience with Salesforce and Gong required; proven ability to manage and develop a team to achieve performance goals; a “lead-from-the-front” mentality with the ability to coach, problem-solve, and operate in a fast-moving environment; good judgment; detail-oriented; results-driven; modern sales acumen; clear communication
Nice to have
Experience in HCM or PEO sales is a plus; strong preference for SaaS; familiarity with modern sales engagement and AI-driven tools (e.g., Gong Engage, Actively.ai) strongly preferred
Benefits
welcoming and casual environment; great benefits; wellness program offerings; company retreats; ability to interact with and learn from leaders in the startup community
Stany Zjednoczone · Phoenix
