Manager of Digital Sales

Join Justworks as the Manager of Digital Sales, where you will lead a team of Digital Sales Advisors and continuously improve the system around them. You will be accountable for revenue and conversion, while also evaluating customer needs and identifying opportunities for improvement. This role requires strong commercial judgment, systems thinking, and a focus on optimizing the customer journey.

You are equally comfortable coaching a seller through a customer conversation, analyzing funnel performance, designing an experiment, and partnering with Product or GTM Engineering to improve how customers buy Justworks

Willingness to work from our Phoenix office as part of an in-person team

Responsibilities

• Lead a team of Digital Sales Advisors to convert high-intent small business customers and continuously improve the sales system.
• Accountable for revenue and conversion, while evaluating customer needs and interventions to improve outcomes.
• Build, launch, and lead Justworks’ Digital Sales team in Phoenix, owning the team’s performance across various metrics.
• Build, measure, and learn. You are comfortable starting with a hypothesis, launching a strong first version, measuring what happens, and changing the model based on evidence

Requirements

• The right leader combines strong commercial judgment with systems thinking
• Stay close to customers. You use data, but you also listen to calls, observe seller behavior, and understand what small business owners and administrators are actually trying to accomplish
• Think in systems. You look beyond an individual seller or customer interaction to understand the signals, processes, technology, incentives, and customer experiences producing the outcome
• Automate aggressively. You don’t assume increasing demand requires increasing headcount. You continuously look for work that can be standardized, automated, or solved through a better digital experience
• Optimize for the customer journey. Success is not maximizing the amount of work Digital Sales owns. Sometimes the best outcome is closing the customer. Sometimes it is helping them continue through Self-Service, routing them to Managed Sales, or recognizing that they simply aren’t ready yet
• Comfortable operating in ambiguity and changing processes quickly as new information emerges
• Strong understanding of how AI and automation can improve customer experiences and seller productivity
• Systems thinker who can connect customer behavior, process, technology, data, and seller execution
• Strong analytical orientation and comfort using funnel, product, and customer data to make operating decisions
• Experience working cross-functionally with Revenue Operations, Product, Marketing, Analytics, and/or Engineering
• Experience leading a high-velocity sales team, ideally serving SMB customers in a digital, product-led, or inbound sales environment
• Demonstrated ability to test new approaches, learn from customer behavior, and translate insights into changes in sales execution
• Strong track record of coaching consultative selling, objection handling, and closing

Preferred

• Experience building or materially improving a sales motion, rather than only operating an established one
• Experience with payroll, benefits, HR technology, PEO, fintech, SaaS, or another complex SMB product is helpful but not required