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Justworks is seeking a Manager of Sales Development to lead a high-performing team of Sales Development Representatives (SDRs) in Phoenix. You will be responsible for driving a significant portion of the company's revenue pipeline, building and motivating a team, and developing future Account Executives.
In this role, you will own the daily and weekly rhythm of your team, ensuring alignment, productivity, and continuous improvement. Key responsibilities include:
**Team Leadership & Coaching:** Lead high-impact weekly 1:1s focused on skill development, pipeline quality, and career progression. Use data and real interactions (via tools like Gong) to deliver targeted, actionable coaching. Run focused team meetings that translate company goals into clear priorities and daily execution.
**Modern Outbound Execution:** Train your team on Justworks' evolving outbound approach, including signal-based prospecting, thoughtful outreach, and effective use of AI tools to increase productivity and relevance. Help your team effectively adopt AI and automation in their day-to-day work, ensuring tools enhance rather than replace human engagement.
**Pipeline Integrity:** You are accountable for both the quality and accuracy of your team's pipeline. Use Salesforce, Gong, and other tools to identify performance gaps and coach in real time. Maintain strong CRM hygiene and data accuracy while leveraging automation to reduce manual work. Track and analyze key KPIs, proactively identifying trends and adjusting strategy to improve results. Help your team prioritize the right accounts and opportunities, improving conversion and pipeline quality.
**Talent Development & Culture:** Coach SDRs to not only hit targets but build the skills required to become successful Account Executives (discovery, business acumen, deal awareness). Partner with Revenue Operations and Enablement to roll out training, workflows, and tools that improve both performance and efficiency. Maintain a high-performance, supportive team environment aligned with Justworks values. Actively support diverse hiring, development, and inclusion across your team.
**Performance Management:** Partner with leadership to drive accountability, performance, and healthy competition across the team. Demonstrate a "lead-from-the-front" mentality with the ability to coach, problem-solve, and operate in a fast-moving environment.
Justworks is an HR/PEO platform helping businesses focus on running their business by solving HR issues. The company is data-driven, operates in a supportive and entrepreneurial environment, and values camaraderie, openness, grit, integrity, and simplicity.
**Requirements:**
- 2+ years in a sales role (HCM/PEO preferred) and 2+ years of management experience
- Experience with Salesforce and Gong required
- Familiarity with modern sales engagement and AI-driven tools (e.g., Gong Engage, Actively.ai) strongly preferred
- Proven ability to manage and develop a team to achieve performance goals
- Strong foundation in outbound sales with openness to evolving approaches through AI, automation, and signal-based selling
- Good judgment, detail-oriented, results-driven, clear communication skills
- Note: For internal candidates, first-time managers with a strong track record as Senior SDR or Sales Associate will be considered
