Manager, Digital Sales (opens in a new tab)

Justworks, Inc.; Phoenix, Northern (AZ, KY); Hybrid; USD 120,000 - 170,000; Full time

Job summary

Justworks is seeking a Manager, Digital Sales to build and lead the new commercial motion from our Phoenix office. You will lead Digital Sales Advisors who convert high-intent SMB customers while shaping how signals, routing, and automation influence outcomes.

This builder role requires strong commercial judgment, systems thinking, and the ability to partner with Product, GTM Engineering, Marketing, and Analytics to improve the digital buying journey.

Qualifications

• Experience leading a high-velocity digital sales team.
• Strong coaching and closing abilities in SMB sales.
• Ability to design and improve sales motion based on data.

Responsibilities

• Build, launch, and lead Justworks’ Digital Sales team in Phoenix.
• Drive conversion, bookings, and seller productivity.
• Partner with Product, Marketing, Analytics, and Engineering to improve the buying journey.

Job description

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.

We are looking for a Manager, Digital Sales to build and lead this new commercial motion from our Phoenix office.

This is a builder role. You will lead a team of Digital Sales Advisors responsible for converting high-intent small business customers while also helping design and continuously improve the system around them—including customer signals, routing, sales plays, workflows, automation, experimentation, and feedback into our Self-Service experience.

You will be accountable for revenue and conversion, but this role is broader than managing a sales number. You will constantly evaluate why customers need human help, which interventions improve outcomes, what our Advisors should do differently, and which interactions we can eventually eliminate through better product experiences, signals, or automation.

The right leader combines strong commercial judgment with systems thinking. 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.

Your Success Profile

What You Will Work On

• Build, launch, and lead Justworks’ Digital Sales team in Phoenix.
• Own the team’s performance across conversion, bookings, sales velocity, product adoption, and seller productivity.
• Recruit, onboard, coach, and develop Digital Sales Advisors who can quickly diagnose customer needs, provide focused consultation, handle objections, and confidently close business.
• Establish and continuously improve sales plays based on customer behavior, seller performance, and commercial outcomes.
• Use customer, product, and behavioral signals to improve how we identify where human intervention is most likely to change the outcome.
• Design and run experiments across customer populations, intervention points, messaging, channels, sales plays, and routing approaches.
• Build a disciplined operating cadence to understand where customers are getting stuck, which interventions are working, and where the motion needs to change.
• Partner with Revenue Effectiveness, Product, Marketing, and Analytics to improve the overall digital buying journey.
• Partner with GTM Engineering to automate administrative work and use AI to increase seller capacity and effectiveness.
• Translate recurring customer questions, objections, and friction into opportunities to improve Product, Self-Service, marketing, and automation.
• Manage staffing and capacity dynamically as customer demand, acquisition channels, product complexity, and Self-Service capabilities evolve.
• Establish strong operating discipline around customer dispositions and CRM data so frontline interactions generate useful signals for the broader business.
• Build strong partnerships across Self-Service, Managed Sales, Product, Marketing, Revenue Operations, Revenue Readiness, Analytics, and GTM Engineering.

How You Will Do Your Work

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.

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.

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.

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.

What We’re Looking For

• Experience leading a high-velocity sales team, ideally serving SMB customers in a digital, product-led, or inbound sales environment.
• Strong track record of coaching consultative selling, objection handling, and closing.
• Experience building or materially improving a sales motion, rather than only operating an established one.
• Strong analytical orientation and comfort using funnel, product, and customer data to make operating decisions.
• Demonstrated ability to test new approaches, learn from customer behavior, and translate insights into changes in sales execution.
• Systems thinker who can connect customer behavior, process, technology, data, and seller execution.
• Experience working cross-functionally with Revenue Operations, Product, Marketing, Analytics, and/or Engineering.
• Strong understanding of how AI and automation can improve customer experiences and seller productivity.
• Comfortable operating in ambiguity and changing processes quickly as new information emerges.
• Experience with payroll, benefits, HR technology, PEO, fintech, SaaS, or another complex SMB product is helpful but not required.
• Willingness to work from our Phoenix office as part of an in-person team.

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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