Account Development Executive

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

If this sounds like you, you'll fit right in.

This job is interdisciplinary - a mix of strategy, operations, and sales to identify where customers encounter friction in the upsell process, upsell current customers on our products, and improve the customer experience to drive greater revenues per customer. You will become an expert on upselling Justworks' smaller businesses from Basic to Plus by working with Sales, Customer Success, Underwriting, and Product teams. You will propose and implement new strategies, materials, and processes to increase upsell conversion rates as well as answer and reduce customer questions.

As the department and company grow, we will be incorporating other Justworks products into our upsell catalog so that we can better meet our customers' needs This is an excellent opportunity to gain a deep understanding of our sales processes, as well as our operational structure on a highly cross-functional team  

• Primarily you will be working to upsell our smaller customers
• Look for efficiencies in our upsell process and come up with creative ways to scale
• Manage an end-to-end upsell pipeline and all supporting activities; meet or exceed your quotas
• Run pilots and tests to upsell different product lines
• Partner with product teams to reduce friction in our upsell process
• Propose strategies to improve effectiveness in our upsell process to our smallest customers
• Provide expert-level support to customers around Justworks' continually expanding product and service offerings
• Display a high level of professionalism and compassion when working with each account
• Explain complicated concepts (related to health insurance, compliance, taxes, etc.) in simple, user-friendly terms
• Perform other duties as needed based on department and/or organizational needs

As an Account Development Associate, how results are achieved is paramount for your success and ultimately result in our success as an organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following competencies:

• Good judgment - the exercise of critical thinking, analyzing and assessing problems and implications, identifying patterns, making connections of underlying issues, understanding risks and developing mitigation strategies, and taking ownership of the outcome.
• Foundational sales knowledge - the specific set of sales skills (prospecting, cold calling, nurturing, engaging, presenting, negotiating, closing etc) and knowledge (product, markets, trends, business etc) a salesperson possesses to enact the exchange of value between a buyer and the vendor.
• Results-driven - consistently achieves results, even under difficult circumstances.
• Adaptability - the ability to adjust your approach or actions in response to changes in your external environment.
• Solution-oriented - identifies the source of a question or challenge and provides the right, or a better, way of doing things.

In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for:

• Camaraderie - Day to day you can be seen working together toward a higher purpose. You like to have fun. You're an active listener, treat people respectfully, and have a strong desire to know and help others.
• Openness - Your default is to be open. You're willing to share information, understand other perspectives, and consider new possibilities. You're curious, ask open questions, and are receptive to thoughts and feedback from others.
• Grit - You demonstrate grit by having the courage to commit and persevere. You're committed, earnest, and dive in to get the job done well with a positive attitude.
• Integrity - Simply put, do what you say and say what you'll do. You're honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example. 
• Simplicity - Be like Einstein: "Everything should be made as simple as possible, but no simpler."

• Minimum of 2 years work experience required; 1 year of experience in a client-facing role preferred; ideally knowledgeable in selling to small businesses
• B2B software/SaaS and Salesforce experience is a plus
• Excellent organizational, written, and verbal communication skills
• Strong attention to detail with the ability to manage competing priorities and multi-task 
• Ability to work as part of a team and be resourceful and adaptable
• Have a proven track record of consistently meeting and exceeding your goals
• You are driven and a self-starter who acclimates quickly to new environments
• Passionate about sales and relationship-focused customer engagements
• Excellent interpersonal skills and demonstrates the ability to listen with a purpose to gather important information while assisting customers
• Ability to simplify complicated topics and explain them in terms people can easily understand
• You're an overachiever and proactive
• Able to apply creative solutions to a variety of issues in a fast-paced environment
• You enjoy entrepreneurial environments and the opportunity to build something meaningful

This position is paid a base wage plus incentive compensation. The base wage range for this remote position is targeted at $83, $83,700.00 and competitive On-Target Earnings, inclusive of incentive compensation, of *$157, $157, Final offers may vary from those listed. *Incentive compensation is not guaranteed, and earning is subject to the terms and conditions of the applicable incentive compensation plan.

#LI-Remote #LI-AM2

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. 

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 Your comfort and success matter to us, and we're here to ensure an inclusive experience.

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