# Senior Manager, Sales

**Company:** [Justworks](https://hotfix.jobs/companies/justworks)
**Location:** Phoenix, AZ
**Role:** Account Management
**Experience:** 5+ years
**Skills:** Gong, Salesforce, Data Visualization, Pipeline Management, Salesforce Dashboards, Forecasting, Sales Leadership, Peo, Hcm, SaaS Sales
**Posted:** 2026-04-16

> Leads regional sales operations, managing pipeline health, deal strategy, coaching, and headcount for PEO and international products. Requires 5+ years sales leadership with expertise in Gong, Salesforce, and complex negotiations.

## Job Description

## What You Will Work On

### The Regional Operating System (Meetings & Leadership)
- **Coaching & Accountability**: Lead weekly 1:1s with Managers and skip-levels with AEs; contribute to the All-AE Manager agenda and host the Bi-Weekly AE All-Hands to drive change management and alignment.
- **Deal Strategy**: Host the weekly "War Room" to dive deep into top opportunities and the Regional AE meeting to foster collective winning.
- **Backfill Leadership**: Act as an interim leader for teams during manager absences, ensuring no loss in momentum.

### Revenue & Pipeline Command
- **Pipeline Generation**: Direct all-channel pipeline strategy. Ensure outbound efforts are organized and effective, leveraging marketing triggers and partner relationships (AE owned to Partnerships owned) to fuel growth.
- **Data Rigor & Gong**: Leverage Gong data for forecasting, coaching, and pipeline management; hold managers accountable to doing the same.
- **Cleanliness & Dashboards**: Maintain a regional dashboard to highlight key data. Own the "Single Source of Truth"—ensuring close dates, stages, and categories are flawless.

### Strategic Deal & Underwriting Execution
- **Complex Negotiations**: Attach yourself to strategic deals, often leading presentations to push them across the finish line.
- **Technical Liaison**: Work directly with Finance, Workers' Comp, and Health Underwriters to win business.
- **Authority**: Act as the final approver for admin discounts and the primary advocate for medical pricing exceptions to Underwriting leadership.
- **Internal Leverage**: Ensure the team effectively utilizes specialists and C-level support to maximize conversion rates.

### Cultural Stewardship & Talent
- **Culture Champion**: Routinely recognize top performance and set a high-energy, high-integrity tone for the region.
- **Headcount Ownership**: Manage the regional headcount (AEs and Managers), staying active in the interview loop and owning the final "Buy/No-Buy" decision for all candidates.
- **Cross-Functional Representation**: Act as the voice of Sales for new company-wide content and initiatives, ensuring the field is bought-in and prepared.

## How You Will Do Your Work
Foundational knowledge, skills, abilities, and personal attributes:
- Good judgment
- Detail-oriented
- Results-driven
- Foundational Sales Knowledge (prospecting, cold calling, nurturing, engaging, presenting, negotiating, closing etc.)
- Clear communication

## Qualifications
- **Experience**: 5+ years of sales leadership experience, preferably having managed managers in a high-growth HCM or SaaS environment.
- **Product Knowledge**: Deep familiarity with PEO, International payroll, or complex insurance/benefit models is a major plus.
- **Technical Fluency**: Expert-level command of **Gong**, **Salesforce**, and data visualization tools to drive regional performance.
- **Communication**: A "Master Communicator" who can simplify complex underwriting or organizational changes into actionable steps for the team.
- **The "Grit" Factor**: Ability to dive into the weeds of a deal one hour and present regional strategy to Finance/Underwriting the next.

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