Account Executive - In-Territory (Orange County, CA) (opens in a new tab)

Justworks, Inc.; California (MO); Hybrid; USD 90,000 - 170,000; Full time

Job summary

Justworks, Inc. in Orange County, CA, is seeking an Account Executive for in-territory roles. The position covers the full sales cycle—from prospecting to closing—and requires building a robust pipeline, market research, and strong relationship management.

Remote work within the U.S.A. is supported, with travel in-territory as needed. You will develop territory plans, leverage SaaS sales tooling, and become a trusted advisor to customers while hitting quotas and contributing to growth in a

Qualifications

• Minimum 2 years experience in an Account Executive role.
• Experience managing a complete and consultative sales cycle and closing.
• Experience in lead generation for B2B in a high-velocity setting (SaaS, PEO, Fintech).

Responsibilities

• Manage own book of business and end-to-end sales pipeline; prospect to close, meet or exceed quotas.
• Establish territory presence and develop a marketing/networking plan to reach entrepreneurs and small businesses.
• Proactively prospect for new business using market research and sales tools.
• Communicate Justworks' value proposition effectively to potential customers.

Skills

Lead generation

Hunter mentality

Sales prospecting

Customer relationship

Tools

Salesforce

SalesLoft

LinkedIn Sales Navigator

ZoomInfo

Outreach.io

Hubspot

6Sense

Hoovers/D&B

Job description

Account Executive - In-Territory (Orange County, CA)

Remote - U.S.A.

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

The sales team at Justworks is ultimately in charge of expanding our customer base while driving revenue and growth. As an Account Executive in-territory in Orange County, you will be responsible for the full sales cycle - building and managing a sales pipeline, market research, prospecting, fostering relationships and creating new ones, contract negotiation, and closing on your deals. Sales is challenging, especially at a start-up but it’s a fulfilling and rewarding experience as you become a trusted advisor to our customers.

What You Will Work On

• Manage own book of business, build and manage an end-to-end sales pipeline and all supporting activities; prospect to close; meet or exceed your quotas


• Establish a presence in your territory; research the ins and outs of yourterritory, develop a marketing and networking plan for how you will reach entrepreneur community in your market, and build relationships with the small business community


• Proactively prospect for new business by leveraging market research, sales tools, and cold prospecting


• Gain a sound understanding of our value proposition and effectively communicate that to new potential customers


• Be the voice of our future customers - suggest innovative ideas to generate sales, cultivate customer pipeline leads; improve overall customer experience and advocate internally for product development


• Be an ambassador of Justworks and its solutions; strive to gain an intimate and comprehensive knowledge of our suite of products


• Travel in- territory in the Orange County area


• Perform other duties as needed based on department and/or organizational needs

How You Will Do Your Work

As an Account 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 judgement - 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.


• Detail-oriented - exercises extreme attention to detail; is thorough, accurate, organized, and productive and seeks to understand both the cause and effect of a situation.


• Foundational sales knowledge - the specific set of sales skills (prospecting, cold calling, nurturing, engaging, presenting, negotiating, closing etc) and knowledge (product, markets, trends, business etc) a salesperson possesses to enact the exchange of value between a buyer and the vendor.


• Results-driven - consistently achieves results, even under difficult circumstances.


• Clear communication - the ability to articulate thoughts and express ideas effectively using oral, written, visual and non-verbal communication skills, as well as listening skills to gain understanding.

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 2 years experience in an Account Executive position and 1-year experience managing a complete and consultative sales cycle and closing are required.


• Experience in Lead generation for B2B in a high-velocity setting (i.e., SaaS, PEO, Fintech)Salesforce, SalesLoft, LinkedIn SalesNavigator, and/or ZoomInfo are required. Experience with Outreach.io and/or Hubspot, in addition to 6Sense and/or Hoovers/D&B, is a plus.


• Cold-calling experience is required for this position.


• We are seeking candidates with a hunter mentality who are dedicated to grabbing new prospects, netting new logos, closing deals, and delivering immediate results.


• Passionate about sales and relationship-focused customer engagements


• Excellent interpersonal and communication skills, and demonstrates the ability to listen to gather important information during a sales call and/or meeting


• Ability to simplify complicated topics and explain them in terms people can easily understand


• Able to apply creative solutions to a variety of issues in a fast-paced environment


• You enjoy entrepreneurial environments and the opportunity to build something meaningful!


• There is travel within the territory (25% travel), which includes networking events, trade shows, and meeting potential clients

This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at $90,000.00 - $90,000.00 in our Orange County office, and competitive On-Target Earnings, inclusive of incentive compensation, of *$170,000.00 - $170,000.00. 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.

Use of AI Tools. We may use artificial intelligence and other automated tools to process your personal information as part of the recruitment process. For example, we may use these tools to record, transcribe, and summarize interviews, to help organize and review applications, and to help us assess candidates by comparing their skills, experience, and qualifications against the criteria for open roles. These tools support, but do not replace, human review. We do not make hiring decisions based solely on automated processing, and all final hiring decisions are made by Justworks recruiters and hiring managers. Depending on where you reside, you may have rights regarding our use of automated tools. For more information, please contact us at [e-mail].

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.

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