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Justworks helps small businesses navigate payroll, benefits, HR, compliance, and workforce management. The Digital Sales Advisor role focuses on engaging small business owners and administrators who are already exploring Justworks through self-service digital channels.
This is a consultative, commercial sales role—not lead qualification or order-taking. You will quickly diagnose what customers are trying to accomplish, identify blockers, and take action to move them forward. Sometimes this means answering a benefits or payroll question to help them continue self-service. Other times it means helping them compare options, configure the right solution, and owning the sale through close. You'll also recognize when customer complexity warrants handoff to Managed Sales and facilitate a seamless transition.
Key responsibilities include:
- Engage with small business owners showing intent through the digital buying experience
- Use customer and behavioral signals to prioritize high-impact interactions
- Conduct focused discovery to understand readiness, needs, urgency, and complexity
- Advise on payroll, benefits, HR, compliance, and workforce questions
- Help customers identify which Justworks products fit their needs and upsell the broader platform
- Explain pricing and value confidently; handle objections and close sales
- Work alongside customers to complete important steps rather than just directing them
- Own appropriate opportunities through conversion and into onboarding
- Resolve discrete blockers and help customers continue self-service when appropriate
- Recognize future-potential customers not ready to buy and move them to nurture
- Leverage AI and automation to prepare for conversations, understand context, and minimize admin work
- Capture clean customer signals and share recurring questions/friction with product teams
- Participate in experiments around customer signals, messaging, and workflows
You will be consultative and commercial, creating momentum in every interaction with clear outcomes and next steps. You'll use judgment to know when to sell, solve, escalate, or wait. You'll learn broadly across Justworks' product suite, embrace technology and automation, and help test and improve how the company engages customers digitally.
REQUIREMENTS:
- Experience in a quota-carrying sales or customer-facing commercial role; high-velocity SMB, inbound, digital, or product-led sales experience especially relevant
- Demonstrated ability to understand customer needs and translate them into clear recommendations
- Strong communication skills and comfort advising small business owners and decision-makers
- Commercial instinct: recognize buying signals, handle objections, ask for the business
- Ability to learn products quickly and explain complex concepts simply
- Bias toward action and willingness to work alongside customers to solve problems
- Strong organization and follow-through in a fast-moving environment
- Comfortable using CRM systems, customer data, AI, and automation in daily workflow
- Curious, adaptable, energized by building something new
- Experience with payroll, benefits, HR, PEO, fintech, SaaS, or SMB customers helpful but not required
- Willingness to work from Phoenix office as part of an in-person team
