# Manager, Sales Development

**Company:** [Justworks](https://hotfix.jobs/companies/justworks)
**Location:** New York, NY
**Role:** Sales Development
**Salary:** $105k – $170k/yr
**Experience:** 4+ years
**Skills:** Salesforce, Gong, Salesforce CRM, Gong Engage, Actively.Ai, Ai-Driven Sales Tools, Signal-Based Prospecting, Outbound Sales, Pipeline Management, KPI Tracking
**Posted:** 2026-06-17

> Lead and coach a team of SDRs to drive pipeline and revenue through modern outbound sales, AI/automation adoption, and talent development toward AE roles.

## Job Description

## 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.

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