# Manager, Strategy Operations - Payroll

**Company:** [Justworks](https://hotfix.jobs/companies/justworks)
**Location:** New York, NY
**Role:** Business Operations
**Salary:** $240k – $264k/yr
**Experience:** 10+ years
**Skills:** p&l ownership, Unit Economics, ltv/cac, arpc, Pricing Strategy, packaging strategy, commercial strategy, Cross-Functional Leadership, SQL, Excel, SaaS, Fintech, business strategy
**Posted:** 2026-07-20

> Own the Payroll business line as DRI, accountable for revenue, expansion, margin, commercial strategy, pricing/packaging, and cross-functional execution to deliver fiscal commitments and reproducible growth. Requires 10+ years experience owning a P&L or end-to-end commercial outcomes, strong financial acumen, and influence without direct authority.

## Job Description

## Owning the Payroll Business and Financial Outcomes
- Serve as DRI for the Payroll annual plan, accountable for revenue, expansion, and margin commitments.
- Orient the business around LTV, ARPC growth, and Payroll's contribution to platform-level customer and revenue growth.
- Own the commercial strategy to scale customer acquisition against the defined ICP, across marketing-driven inbound and partnerships.
- Own the monetization, bundling, and expansion agenda, including pricing, packaging, and new paid services.
- Own the path to gross-margin break-even on cost-to-serve without compromising service quality.
- Make trade-off and prioritization calls the plan requires, and answer for the results.

## Driving Cross-Functional Execution
- Direct execution of Payroll initiatives across Marketing, Technology, Operations, Product, Finance, Revenue and Risk & Insurance.
- Keep roadmap priorities informed by partner-facing GTM and ICP signals, with clear lead time for teams to plan against.
- Own the outcomes of the Payroll-to-PEO expansion pathway, from surfacing upgrade-ready customers to reducing migration friction.
- Land pricing and packaging into the financial plan, with new add-ons integrated naturally into acquisition and expansion.
- Identify gaps and risks in execution and drive resolution through collaboration and influence.
- Build and maintain cross-functional operating systems to keep partners and stakeholders aligned.

## Business Storytelling and Structure
- Represent Payroll in platform-level and leadership forums, grounding discussions in data, financial impact, and customer outcomes.
- Bring structure to ambiguous problems and produce the artifacts that keep the organization aligned to the plan.
- Reinforce a culture of ownership and accountability as the business matures.

Success looks like: Our Payroll business delivers its fiscal year commitments, runs on a reproducible growth motion, and operates as an owned, accountable business line.

## How You Will Do Your Work
- **Ownership and Accountability** — operating as the DRI: full accountability for outcomes, not effort.
- **Business Insight** — applying knowledge of the business, unit economics, and marketplace to advance commercial goals.
- **Strategic Mindset** — anticipating trends and articulating credible visions that create sustainable value.
- **Drives Results** — achieving results even under tough conditions and with no direct functional reporting lines; owning the number and the path to it by influencing throughout our matrixed organization.
- **Financial and Commercial Acumen** — making sound pricing, monetization, and investment trade-offs.
- **Plans and Aligns** — breaking objectives into actions and aligning teams around shared commitments.
- **Executive Communication and Influence** — driving alignment across functions and leadership without direct authority.

## Qualifications
- Minimum 10 years of professional experience, with a track record of owning a business line, P&L, or comparable end-to-end commercial outcome.
- Demonstrated experience as a co-founder, General Manager, DRI or business owner — personally accountable for revenue, margin, or growth, not solely program coordination.
- Experience in SaaS, fintech, B2B services, or other regulated or operationally complex environments preferred.
- High business and financial acumen; fluency with P&L, unit economics, LTV/CAC, ARPC, and pricing and packaging.
- Proven ability to set commercial strategy and drive it through execution across functions.
- Strong analytical skills and familiarity with data tools (e.g., Excel, SQL).
- Record of leading cross-functional initiatives to measurable outcomes through influence rather than direct authority.
- Ability to succeed in an entrepreneurial, ambiguous environment and bring structure without slowing innovation.
- Executive presence sufficient to represent a business line in leadership forums.
- Strong sense of ownership and a focus on results and outcomes, not just process.
- Unquestionable professional ethics, strong judgment, and commitment to excellence.

The base wage range for this position based in our New York City Office is targeted at $240,000.00 - $263,500.00 per year.

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