Manager, Digital Sales

We are looking for a Manager, Digital Sales to build and lead this new commercial motion from our Phoenix office.

This is a builder role. You will lead a team of Digital Sales Advisors responsible for converting high-intent small business customers while also helping design and continuously improve the system around them—including customer signals, routing, sales plays, workflows, automation, experimentation, and feedback into our Self-Service experience.

You will be accountable for revenue and conversion, but this role is broader than managing a sales number. You will constantly evaluate why customers need human help, which interventions improve outcomes, what our Advisors should do differently, and which interactions we can eventually eliminate through better product experiences, signals, or automation.

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.

Your Success Profile

What You Will Work On

• Build, launch, and lead Justworks’ Digital Sales team in Phoenix.
• Own the team’s performance across conversion, bookings, sales velocity, product adoption, and seller productivity.
• Recruit, onboard, coach, and develop Digital Sales Advisors who can quickly diagnose customer needs, provide focused consultation, handle objections, and confidently 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 how we identify where human intervention is most likely to change the outcome.
• 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, which interventions are working, 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 so frontline interactions generate useful signals for the broader business.
• Build strong partnerships across Self-Service, Managed Sales, Product, Marketing, Revenue Operations, Revenue Readiness, Analytics, and GTM Engineering.

How You Will Do Your Work

Think in systems. You look beyond an individual seller or customer interaction to understand the signals, processes, technology, incentives, and customer experiences producing the outcome.

Build, measure, and learn. You are comfortable starting with a hypothesis, launching a strong first version, measuring what happens, and changing the model based on evidence.

Stay close to customers. You use data, but you also listen to calls, observe seller behavior, and understand what small business owners and administrators are actually trying to accomplish.

Automate aggressively. You don’t assume increasing demand requires increasing headcount. You continuously look for work that can be standardized, automated, or solved through a better digital experience.

Optimize for the customer journey. Success is not maximizing the amount of work Digital Sales owns. Sometimes the best outcome is closing the customer. Sometimes it is helping them continue through Self-Service, routing them to Managed Sales, or recognizing that they simply aren’t ready yet.

What We’re Looking For

• 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 our Phoenix office as part of an in-person team.

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