SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Justworks is seeking a Manager, Digital Sales to build and lead a new commercial motion from the Phoenix office. This is a builder role where you will lead a team of Digital Sales Advisors responsible for converting high-intent small business customers while designing and continuously improving the system around them—including customer signals, routing, sales plays, workflows, automation, experimentation, and feedback into the self-service experience.
You will be accountable for revenue and conversion, but the role extends beyond managing a sales number. You will constantly evaluate why customers need human help, which interventions improve outcomes, what advisors should do differently, and which interactions can eventually be eliminated through better product experiences, signals, or automation.
Key responsibilities include:
- Build, launch, and lead the Digital Sales team in Phoenix
- Own team performance across conversion, bookings, sales velocity, product adoption, and seller productivity
- Recruit, onboard, coach, and develop Digital Sales Advisors who can diagnose customer needs, provide consultation, handle objections, and close business
- Establish and continuously improve sales plays based on customer behavior, seller performance, and commercial outcomes
- Use customer, product, and behavioral signals to improve identification of where human intervention is most likely to change outcomes
- Design and run experiments across customer populations, intervention points, messaging, channels, sales plays, and routing approaches
- Build a disciplined operating cadence to understand where customers are getting stuck and where the motion needs to change
- Partner with Revenue Effectiveness, Product, Marketing, and Analytics to improve the overall digital buying journey
- Partner with GTM Engineering to automate administrative work and use AI to increase seller capacity and effectiveness
- Translate recurring customer questions, objections, and friction into opportunities to improve Product, Self-Service, marketing, and automation
- Manage staffing and capacity dynamically as customer demand, acquisition channels, product complexity, and Self-Service capabilities evolve
- Establish strong operating discipline around customer dispositions and CRM data
- Build strong partnerships across Self-Service, Managed Sales, Product, Marketing, Revenue Operations, Revenue Readiness, Analytics, and GTM Engineering
The right leader combines strong commercial judgment with systems thinking. You are equally comfortable coaching a seller through a customer conversation, analyzing funnel performance, designing an experiment, and partnering with Product or GTM Engineering to improve how customers buy Justworks.
You will think in systems, looking beyond individual seller or customer interactions to understand the signals, processes, technology, incentives, and customer experiences producing outcomes. You build, measure, and learn—comfortable starting with a hypothesis, launching a strong first version, measuring results, and changing the model based on evidence. You stay close to customers, using data but also listening to calls, observing seller behavior, and understanding what small business owners and administrators are actually trying to accomplish. You automate aggressively, not assuming increasing demand requires increasing headcount, and continuously look for work that can be standardized, automated, or solved through better digital experience. You optimize for the customer journey, recognizing that success is not maximizing the amount of work Digital Sales owns—sometimes the best outcome is closing the customer, sometimes helping them continue through Self-Service, routing them to Managed Sales, or recognizing they simply aren't ready yet.
Requirements:
- Experience leading a high-velocity sales team, ideally serving SMB customers in a digital, product-led, or inbound sales environment
- Strong track record of coaching consultative selling, objection handling, and closing
- Experience building or materially improving a sales motion, rather than only operating an established one
- Strong analytical orientation and comfort using funnel, product, and customer data to make operating decisions
- Demonstrated ability to test new approaches, learn from customer behavior, and translate insights into changes in sales execution
- Systems thinker who can connect customer behavior, process, technology, data, and seller execution
- Experience working cross-functionally with Revenue Operations, Product, Marketing, Analytics, and/or Engineering
- Strong understanding of how AI and automation can improve customer experiences and seller productivity
- Comfortable operating in ambiguity and changing processes quickly as new information emerges
- Experience with payroll, benefits, HR technology, PEO, fintech, SaaS, or another complex SMB product is helpful but not required
- Willingness to work from the Phoenix office as part of an in-person team
