Manager, Sales Development

The Team Operating System

You own the daily and weekly rhythm of your team, ensuring every SDR is aligned, productive, and continuously improving:

• Coaching & Performance: Lead high-impact weekly 1:1s focused on skill development, pipeline quality, and career progression. Use data and real interactions (e.g., Gong) to deliver targeted, actionable coaching.
• Team Alignment: Run focused team meetings that translate company goals into clear priorities and daily execution.
• Modern Outbound Execution: Train your team on Justworks’ evolving outbound approach, including signal-based prospecting, thoughtful outreach, and effective use of AI tools to increase productivity and relevance.
• Sales Motivation: Partner with leadership to drive accountability, performance, and healthy competition across the team.

Pipeline Integrity & Execution

You are accountable for both the quality and accuracy of your team’s pipeline:

• Data-Driven Coaching: Use Salesforce, Gong, and other tools to identify performance gaps, coach in real time, and ensure activity translates into high-quality pipeline.
• CRM Excellence: Maintain strong CRM hygiene and data accuracy, while also leveraging automation to reduce manual work and improve consistency.
• Performance Management: Track and analyze key KPIs, proactively identifying trends and adjusting strategy to improve results.
• Signal & Conversion Focus: Help your team prioritize the right accounts and opportunities, improving not just volume, but conversion and pipeline quality.

Culture & Talent Development

You are responsible for building both performance and long-term talent:

• Talent Development: Coach SDRs to not only hit targets, but build the skills required to become successful AEs (discovery, business acumen, deal awareness).
• Effective Enablement: Partner with Revenue Operations and Enablement to roll out training, workflows, and tools that improve both performance and efficiency.
• AI Adoption & Upskilling: Help your team effectively use AI and automation in their day-to-day work, ensuring tools are used thoughtfully to enhance—not replace—human engagement.
• Engagement & Culture: Maintain a high-performance, supportive team environment aligned with Justworks values.
• DEIB Champion: Actively support diverse hiring, development, and inclusion across your team.

How You Will Do Your Work

• Good judgment – ability to interpret data, identify patterns, and make sound decisions
• Detail-oriented – strong attention to data accuracy, pipeline quality, and execution
• Results-driven – consistently delivers against outbound targets
• Modern Sales Acumen – strong foundation in outbound sales, with an openness to evolving approaches through AI, automation, and signal-based selling
• Clear communication – ability to coach effectively and communicate across stakeholders

Qualifications

• Experience: 2+ years in a sales role (HCM/PEO preferred) and 2+ years of management experience
• Technical Fluency: Experience with Salesforce and Gong required; familiarity with modern sales engagement and AI-driven tools (e.g., Gong Engage, Actively.ai) strongly preferred
• Leadership: Proven ability to manage and develop a team to achieve performance goals
• Drive: A “lead-from-the-front” mentality with the ability to coach, problem-solve, and operate in a fast-moving environment

Compensation

This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at $105,000 - $115,500 in our New York City office, and competitive On-Target Earnings, inclusive of incentive compensation, of $159,000 - $169,500. 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.