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Salary: USD 240,000 - 263,500 / annual
Justworks is seeking a General Manager & Director, Commercial Strategy to serve as the Directly Responsible Individual (DRI) for the Payroll business line's FY27 execution. This is a business ownership role where you will own the P&L, bookings, LTV, margin trajectory, and strategic decisions for the Payroll product.
You will report to the leader overseeing the Acquisition System and Payroll business line within the CMO organization. This role requires a business owner's mindset—you will treat Payroll as a growth engine and P&L to run, not a function to coordinate. You are comfortable setting commercial strategy, informing pricing decisions, and diving into operational details when numbers are off track. You thrive in creation environments where product, pricing, and operating models are still taking shape, bringing structure, discipline, and financial rigor to scale profitably.
Key responsibilities include:
**Owning Payroll Business and Financial Outcomes**
- Serve as DRI for the annual Payroll 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 both marketing-driven inbound and partnerships
- Own 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 and answer for 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
- Own 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 artifacts that keep the organization aligned to the plan
- Reinforce a culture of ownership and accountability as the business matures
You will lead through ownership and influence rather than headcount, trusted to run a business line and deliver its results. Success means the Payroll business delivers its fiscal year commitments, runs on a reproducible growth motion, and operates as an owned, accountable business line.
**Requirements**
- 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 focus on results and outcomes, not just process
- Unquestionable professional ethics, strong judgment, and commitment to excellence
