Senior Manager, Sales Strategy & Operations
New York, New York
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Who We Are
At Justworks, you'll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community. We work hard and care about our most prized asset - our people.
We're helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues. We're data-driven and never stop iterating. If you'd like to work in a supportive, entrepreneurial environment, are interested in building something meaningful and having fun while doing it, we'd love to hear from you.
We're united by shared goals and shared motivations at Justworks. These are best summed up in our company values, which are reflected in our product and in our team.
Our Values (https://www.justworks.com/careers#values)
If this sounds like you, you'll fit right in.
Who You Are
You are a trusted strategic partner to Sales and GTM leadership-someone who thrives in fast-paced environments and brings clarity to complex, high-impact decisions. You combine analytical rigor with operational savvy and know how to turn insight into execution.
You understand the nuances of building and scaling a SaaS GTM motion-territories, funnel mechanics, pipeline health, capacity models, and expansion strategy. You're equally comfortable building performance dashboards, leading QBRs, advising senior stakeholders, or owning the rhythm of GTM planning and forecasting.
You see Revenue Operations not as a service function, but as a critical driver of growth, predictability, and focus.
What You Will Work On GTM & Market Strategy
Design and optimize market segmentation, territory coverage, and account prioritization to maximize seller capacity and opportunity equity.
Lead GTM pipeline strategy, including outbound play design, account scoring, and enrichment programs to improve lead quality and conversion rates.
Segment and operationalize installed-base (customer) growth: identify expansion whitespace, define upsell / cross-sell play tiers, and partner with CS/Account Management to generate qualified expansion pipeline
Pipeline & Performance Optimization
Monitor and enhance funnel conversion, win/close rates, and deal velocity across both new logo and expansion motions (upsell, cross-sell) through rigorous stage definitions, analytics, and cross-functional alignment.
Define and track productivity and return-on-effort metrics (pipeline coverage, ARR per seller) while identifying high-leverage activities.
Sales Process & Governance
Establish and maintain sales process standards, governance, and stage criteria across GTM teams, ensuring clarity and adoption.
Partner with Enablement to roll out training, playbooks, and process updates that align with business objectives.
Process Innovation & Change Management
Re-engineer GTM workflows, routing, and assignment rules to reduce cycle times and eliminate friction.
Drive large-scale change initiatives, aligning stakeholders and ensuring seamless adoption of new tools, processes, and metrics.
Cross-Functional Planning & Insights
Support annual planning, headcount allocation, and coverage modeling in partnership with Revenue Planning, Sales, Finance, and Marketing.
Deliver executive-ready performance insights, pipeline health reports, and scenario models to guide strategic decisions.
Provide recurring expansion performance insights (expansion ARR, attach rates, NRR drivers) to Sales, CS, and Finance; highlight where targeted plays can unlock incremental growth within existing accounts
How You Will Do Your Work
As a Senior Manager of Sales Strategy & Operations, how results are achieved is paramount for your success and that of our organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following:
Good Judgment - Use critical thinking to analyze situations thoroughly, foresee potential issues, and develop proactive solutions to mitigate risks.
Consultative - takes an approach that focuses on building relationships with others, understanding their problems, and developing solutions to their challenges through open-ended questions and active listening.
Business Insight - applying knowledge of business and the marketplace to advance the organization's goals.
Manages Complexity - making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
Foundational Sales Knowledge - Utilize expert knowledge of sales processes (prospecting, engaging, negotiating) and in-depth understanding of the market and trends to drive exchanges of value effectively.
Results-Driven - Remain committed to achieving goals consistently, even under challenging circumstances, with a clear focus on delivering results.
In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for:
Camaraderie - Collaborate transparently with Sales, Finance, Legal, Product, and RevTech to move deals forward quickly and fairly.
Openness - Default to clear documentation of pricing policy, approval decisions, and exception rationales; share insights broadly.
Grit - Lean into complex, high-stakes negotiations; stay calm and solutions-oriented through quarter-end crunches.
Integrity - Safeguard margin discipline and compliance (commercial, legal, and revenue recognition) while helping the field win.
Simplicity - Design pricing frameworks, approvals, and tools that are easy to understand and apply at scale.
Qualifications
8+ years in Sales Operations, Revenue Operations, or GTM Strategy roles at high-growth B2B SaaS or technology-enabled companies.
3+ years leading teams or cross-functional GTM programs.
Strong track record in segmentation, territory design, funnel analytics, and sales process optimization.
Hands-on ownership of pricing & discount policy, approval matrices, and commercial governance frameworks.
Experience partnering with Customer Success / Account Management teams to operationalize upsell and cross-sell motions (play design, signal triggers, expansion pipeline tracking, NRR improvement)
Demonstrated experience leading tooling evaluations, implementations, and system integrations
Proven ability to manage and mentor teams of operations, specialists, and automation experts
Strong cross-functional communication skills and comfort working closely with Sales leadership and Marketing
CRM expertise (Salesforce required) and familiarity with routing, automation, and enrichment platforms.
The base wage range for this position based in our New York City Office is targeted at $175,500.00 - $201,825.00 per year.
LI-Hybrid
LI-SP1
Actual compensation is based on multiple factors that are unique to each candidate, including and not limited to skill set, level of relevant experience, and specific work location. Salary ranges for positions based in other locations may differ based on the cost of labor in that location.
For more information about Justworks' Total Reward Philosophy, including all of the perks and benefits we are proud to offer our team members, please visit Total Rewards @ Justworks (https://www.justworks.com/careers#total-reward-philosophy) .
Diversity At Justworks
Justworks is committed to maintaining a workplace where diversity of identity, culture, and life experience is the norm and is celebrated authentically and respected consistently. Diversity in our work, our people, and our product drives creativity and innovation, entrepreneurial leadership and integrity, competitiveness, and collaboration throughout our business and in the market. We depend on our differences to make our team stronger, our workplace more dynamic, and our product accessible to all of our customers.
We're proud to be an equal opportunity employer open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital or familial status, disability, pregnancy, gender identity or expression, veteran status, genetic information, or any other legally protected status. Justworks is fully dedicated to providing necessary support to candidates with disabilities who may require reasonable accommodations. We also provide reasonable accommodations to employees based on their sincerely held religious beliefs, as well as for other covered reasons consistent with applicable federal, state, and local laws. If you're in need of a reasonable accommodation, please reach out to us at accommodations@justworks.com. Your comfort and success matter to us, and we're here to ensure an inclusive experience.
Our DEIB Report (https://www.justworks.com/press/company-news/justworks-impact-report-2024)
