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Salary: USD 240,000 - 263,500 / annual
Justworks is seeking a General Manager & Director, Product 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, and margin trajectory for the Payroll product.
You will be accountable for the successful execution of the Payroll annual plan, including revenue, expansion, and margin commitments. Your responsibilities include:
**Business & Financial Outcomes:**
- Own the Payroll P&L and serve as DRI for annual planning with full accountability for revenue, expansion, and margin commitments
- Orient the business around LTV, ARPC growth, and Payroll's contribution to platform-level customer and revenue growth
- Develop and execute commercial strategy to scale customer acquisition against the defined ICP, leveraging both marketing-driven inbound and partnerships
- Own monetization, bundling, and expansion agenda, including pricing, packaging, and new paid services
- Drive the path to gross-margin break-even on cost-to-serve without compromising service quality
- Make prioritization and trade-off calls and answer for results
**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 team planning
- 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 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 & 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 report to the leader with oversight of the Acquisition System and Payroll business line in the CMO organization. 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
