Account Development Executive (Phoenix, AZ) (opens in a new tab)

Justworks, Inc.; Phoenix, Northern (AZ, KY); Hybrid; USD 92,000 - 114,000; Full time

Job summary

Justworks in Phoenix, AZ is seeking an Account Development Executive to manage the end-to-end sales cycle for post-sale upsell and cross-sell opportunities. You will be the primary contact for product-specific upsell motions, collaborating with CSMs, Support, and Customer Retention to drive revenue expansion.

We value strong communication, cross-functional teamwork, and the ability to simplify complex topics for customers.

Qualifications

• 3+ years in an Account Executive or sales role with upsell responsibilities.
• 1+ year managing a complete and consultative sales cycle and closing.
• Proven ability to manage a sales pipeline and meet revenue targets.
• Familiarity with CRM tools (Salesforce preferred).

Responsibilities

• Own end-to-end sales cycle for post-sale upsell and cross-sell opportunities.
• Serve as primary contact for product-specific upsell motions in collaboration with CSMs, Support, and Retention.
• Leverage AI-enabled tooling and prospecting systems to reach customers at the right time and message.
• Partner with product specialists to deliver expert-backed, consultative sales experiences.
• Ensure seamless handoff to onboarding and support teams with clear expectations.
• Use Salesforce, Salesloft, and quoting systems to manage pipeline and document activities.
• Collaborate with internal teams to refine SOPs and drive scalable growth of post-sale revenue.
• Meet or exceed sales quotas tied to upsell and cross-sell revenue targets.

Skills

Sales experience

Upsell & cross-sell

CRM (Salesforce)

Clear communication

Tools

Salesloft

Quoting systems

Job description

Account Development Executive (Phoenix, AZ)

Phoenix, Arizona

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.

If this sounds like you, you’ll fit right in.

Who You Are

You are a consultative seller at heart with a passion for helping customers realize the full value of their partnership with Justworks. You thrive in a highly cross-functional role where you collaborate with Customer Success, Support, and product Specialists to deliver seamless and strategic post-sale experiences. You strive to build customer relationships by understanding their needs and what is vital to their business, as well as deeply understand Justworks’ goals surrounding revenue growth and product adoption. You’re comfortable owning a sales process end-to-end and are energized by both revenue impact and customer success.

As an Account Development Executive, you are highly organized, process-oriented, and thrive in a fast-paced environment where accuracy, follow-through, and attention to detail matter. You’re a strong communicator who can simplify complex products and processes for customers and stakeholders alike. You’re excited to grow within a dynamic team focused on upselling and cross-selling across our customer base, and you’re motivated by the opportunity to help shape a growing function at Justworks.

What You Will Work On

• Own the end-to-end sales cycle for post-sale upsell and cross-sell opportunities (e.g., PEO Basic to Plus, International, Payroll to PEO), from customer discovery to quoting, proposal, and contracting to ultimately drive revenue expansion.
• Serve as the primary point of contact for product-specific upsell motions, working in partnership with CSMs, Support, and Customer Retention as appropriate.
• Leverage AI enabled tooling and prospecting systems to reach customers at the right time, in the right way, with the right message to drive revenue expansion.
• Partner with product Specialists to deliver expert-backed, consultative sales experiences, bringing them in as needed to support quoting strategy and customer education.
• Ensure a seamless handoff to onboarding and support teams, managing expectations with clarity and care throughout the customer journey.
• Use tools like Salesforce, Salesloft, and internal quoting systems to manage pipeline, document activities, and maintain data accuracy.
• Collaborate closely with internal teams to refine and improve SOPs, surface process improvements, and build scalable ways to grow post-sale revenue.
• Meet or exceed sales quotas tied to upsell and cross-sell revenue targets.
• Perform other duties as needed based on department and/or organizational needs.

How You Will Do Your Work

As an Account Development Executive, how results are achieved is paramount for your success and ultimately result in our success as an organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following competencies:

• Good judgment - the exercise of critical thinking, analyzing and assessing problems and implications, identifying patterns, making connections of underlying issues, understanding risks and developing mitigation strategies, and taking ownership of the outcome.
• Customer Focus - Build strong customer relationships and deliver customer-centric solutions
• Plans and Aligns - Breaks down objectives into appropriate initiatives and actions; stages activities with relevant milestones and schedules
• Sales Acumen - having a deep understanding of sales processes, strategies, and techniques to effectively identify and pursue sales opportunities.
• Results-driven - consistently achieves results, even under difficult circumstances.
• Adaptability - the ability to adjust your approach or actions in response to changes in your external environment.

In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for:

• Camaraderie - Day to day you can be seen working together toward a higher purpose. You like to have fun. You’re an active listener, treat people respectfully, and have a strong desire to know and help others.
• Openness - Your default is to be open. You're willing to share information, understand other perspectives, and consider new possibilities. You’re curious, ask open questions, and are receptive to thoughts and feedback from others.
• Grit - You demonstrate grit by having the courage to commit and persevere. You’re committed, earnest, and dive in to get the job done well with a positive attitude.
• Integrity - Simply put, do what you say and say what you'll do. You’re honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example.
• Simplicity - Be like Einstein: “Everything should be made as simple as possible, but no simpler.”

Qualifications

• A minimum of 3 years' experience in an Account Executive or sales role with upsell responsibilities and 1 year's experience managing a complete and consultative sales cycle and closing
• Proven ability to manage a sales pipeline and meet or exceed revenue targets
• Experience owning end-to-end sales cycles
• Strong written and verbal communication skills with an ability to simplify complex topics for customers
• Comfortable working cross-functionally with other teams and stakeholders
• Highly organized and detail-oriented, with the ability to manage multiple priorities and deadlines
• Familiarity with CRM tools (Salesforce preferred)
• Passionate about delivering an excellent customer experience throughout the sales process
• A team player with a growth mindset and a desire to build within a fast-moving, evolving function

This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at $92,000.00-$114,000.00 in the Phoenix metro area, and competitive On-Target Earnings, inclusive of incentive compensation, of *$153,300.00-$190,000.00. 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.

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 .

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 [e-mail] . Your comfort and success matter to us, and we're here to ensure an inclusive experience.

Just Be You

We’re committed to building a culture where everyone feels welcome, supported, and empowered to thrive. We believe that a wide range of perspectives, experiences, and identities strengthens our team and helps us create the kind of workplace—and world—we want to see.

We believe that in order to gather accurate demographic information we need to move beyond traditional questions about gender, race and ethnicity, and sexual orientation in favor of more inclusive and open-ended approaches. Of course, thinking around these areas is ever-evolving so, wherever applicable please feel free to select "I prefer to self-describe" and then elaborate so we can use your feedback to inform survey selections in the future.

Participation in this survey is completely optional. Any responses you choose to share will not be associated with your application and will not in any way be used in any hiring decision. We are collecting this information to deepen our understanding of our candidate pool and to continue to foster a welcoming and equitable hiring experience for all.

At Justworks, we are building an open, inclusive, and collaborative culture that values each person’s unique potential. We strive to help every Justworker grow with confidence in the collective service of our company, our community, and our customers.

We know that creating a truly inclusive workplace where everyone thrives is an ongoing journey—one that requires consistency, accountability, and shared commitment. We’re proud of the company we’re building together, one great Justworker at a time.