Justworks
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Director, Sales Development
role at
Justworks
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. Our values are reflected in our product and in our team.
Who You Are You are a proven revenue leader who has not only grown teams but has scaled systems. You understand how to build a modern, efficient Sales Development engine by combining the right people, processes, and technology. You know how SDR organizations evolve and you have led that evolution by adopting new tools, building repeatable motions, and developing leaders who can operate with clarity, precision, and accountability. You are equal parts coach, operator, and architect. You love getting into the data, using insights to build scalable outbound strategies, leveraging automation to improve productivity, and partnering cross‑functionally to expand pipeline impact. Most importantly, you know how to turn SDR teams into predictable pipeline generators that scale efficiently.
Your Success Profile What You Will Work On
Design and implement a scalable multi‑channel SDR strategy aligned with long‑term revenue goals
Architect outbound motions through technology, automation, and signal‑based prospecting to increase efficiency and ROI
Drive predictable pipeline creation by owning top‑of‑funnel forecasting, pacing, and funnel analytics
Lead, coach, and develop SDR managers and outbound teams while building a culture of performance, accountability, and continuous improvement
Create career pathways, certification programs, and repeatable coaching frameworks to level up talent across the SDR organization
Inspire collaboration, camaraderie, and a high‑performance culture reflective of Justworks values
Implement, optimize, and integrate tools such as Salesforce, Salesloft or Outreach, Gong, AI‑driven automation, and intent or signal data platforms
Partner with RevOps to build automated workflows, dashboards, scoring models, and reporting ecosystems that improve SDR productivity
Introduce and refine process improvements to ensure the organization scales efficiently rather than linearly
Collaborate closely with Marketing on targeting, MQL quality, lead routing, and inbound‑to‑outbound alignment
Partner with the VP of Sales and Sales Leadership to ensure SDR metrics map to the annual operating plan and segment‑level pipeline goals
Work with Product, RevOps, Business Operations, and Enablement teams to implement scalable outbound playbooks similar to how the Strategic Alliances team operates across functions
Build repeatable account prioritization, sequencing, persona‑driven messaging, and territory models across all SDR segments
Develop a testing and iteration framework to refine outbound strategies and introduce scalable motions such as vertical strategies, event‑based outreach, trigger‑based outreach, and multi‑threading
Continuously refine processes to improve efficiency, consistency, and output across the team
Own reporting and insights to Sales and Executive Leadership including pipeline coverage, conversion trends, productivity metrics, and forecast disciplines
Ensure operational rigor around daily, weekly, and monthly performance expectations
How You Will Do Your Work As a Director of Sales Development, how results are achieved is paramount for your success and ultimately results in our success as an organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following competencies:
Good judgement – 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.
Detail‑oriented – extreme attention to detail; thorough, accurate, organized, and productive and seeks to understand both the cause and effect of a situation.
Foundational sales knowledge – specific set of sales skills (prospecting, cold calling, nurturing, engaging, presenting, negotiating, closing, etc.) and knowledge (product, markets, trends, business, etc.).
Results‑driven – consistently achieves results, even under difficult circumstances.
Clear communication – ability to articulate thoughts and express ideas effectively using oral, written, visual and non‑verbal communication skills, as well as listening skills to gain understanding.
Core Values
Camaraderie – day to day working together toward a higher purpose; fun, active listening, respect, and desire to help others.
Openness – willingness to share information, understand other perspectives, and consider new possibilities.
Grit – perseverance, commitment, and positive attitude.
Integrity – honesty, forthrightness, and aligning words with actions.
Simplicity – everything should be made as simple as possible but no simpler.
Qualifications
10+ years of SaaS sales development or inside sales leadership
Minimum 5 years of direct experience managing successful outbound lead generation teams (SDR, BDR)
Demonstrated success scaling teams through technology, automation, and repeatable motions rather than headcount alone
Strong experience using Salesforce.com, Salesloft, Gong.io and other sales tools/products
Track record of achieving and surpassing expectations
In‑depth knowledge of sales and marketing alignment techniques and best practices
Experience leading large teams – ideally 50 or more people
Experience leading and developing a management team of sales managers
Track record of building, executing and hitting sales plan
Excellent negotiation and leadership skills
Outstanding written and verbal communication skills
Compensation This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at $175,500–$210,600 in our New York City office, and competitive On‑Target Earnings, inclusive of incentive compensation, of $275,000–$300,000. Final offers may vary. Incentive compensation is not guaranteed and earning is subject to the terms and conditions of the applicable incentive compensation plan.
Diversity, Equity, Inclusion & Belonging 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. 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. If you need a reasonable accommodation, please reach out to us at accommodations@justworks.com.
Seniority Level Director
Employment Type Full‑time
Job Function Sales and Business Development
Industries Human Resources Services
Location New York, NY
#J-18808-Ljbffr
Director, Sales Development
role at
Justworks
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. Our values are reflected in our product and in our team.
Who You Are You are a proven revenue leader who has not only grown teams but has scaled systems. You understand how to build a modern, efficient Sales Development engine by combining the right people, processes, and technology. You know how SDR organizations evolve and you have led that evolution by adopting new tools, building repeatable motions, and developing leaders who can operate with clarity, precision, and accountability. You are equal parts coach, operator, and architect. You love getting into the data, using insights to build scalable outbound strategies, leveraging automation to improve productivity, and partnering cross‑functionally to expand pipeline impact. Most importantly, you know how to turn SDR teams into predictable pipeline generators that scale efficiently.
Your Success Profile What You Will Work On
Design and implement a scalable multi‑channel SDR strategy aligned with long‑term revenue goals
Architect outbound motions through technology, automation, and signal‑based prospecting to increase efficiency and ROI
Drive predictable pipeline creation by owning top‑of‑funnel forecasting, pacing, and funnel analytics
Lead, coach, and develop SDR managers and outbound teams while building a culture of performance, accountability, and continuous improvement
Create career pathways, certification programs, and repeatable coaching frameworks to level up talent across the SDR organization
Inspire collaboration, camaraderie, and a high‑performance culture reflective of Justworks values
Implement, optimize, and integrate tools such as Salesforce, Salesloft or Outreach, Gong, AI‑driven automation, and intent or signal data platforms
Partner with RevOps to build automated workflows, dashboards, scoring models, and reporting ecosystems that improve SDR productivity
Introduce and refine process improvements to ensure the organization scales efficiently rather than linearly
Collaborate closely with Marketing on targeting, MQL quality, lead routing, and inbound‑to‑outbound alignment
Partner with the VP of Sales and Sales Leadership to ensure SDR metrics map to the annual operating plan and segment‑level pipeline goals
Work with Product, RevOps, Business Operations, and Enablement teams to implement scalable outbound playbooks similar to how the Strategic Alliances team operates across functions
Build repeatable account prioritization, sequencing, persona‑driven messaging, and territory models across all SDR segments
Develop a testing and iteration framework to refine outbound strategies and introduce scalable motions such as vertical strategies, event‑based outreach, trigger‑based outreach, and multi‑threading
Continuously refine processes to improve efficiency, consistency, and output across the team
Own reporting and insights to Sales and Executive Leadership including pipeline coverage, conversion trends, productivity metrics, and forecast disciplines
Ensure operational rigor around daily, weekly, and monthly performance expectations
How You Will Do Your Work As a Director of Sales Development, how results are achieved is paramount for your success and ultimately results in our success as an organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following competencies:
Good judgement – 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.
Detail‑oriented – extreme attention to detail; thorough, accurate, organized, and productive and seeks to understand both the cause and effect of a situation.
Foundational sales knowledge – specific set of sales skills (prospecting, cold calling, nurturing, engaging, presenting, negotiating, closing, etc.) and knowledge (product, markets, trends, business, etc.).
Results‑driven – consistently achieves results, even under difficult circumstances.
Clear communication – ability to articulate thoughts and express ideas effectively using oral, written, visual and non‑verbal communication skills, as well as listening skills to gain understanding.
Core Values
Camaraderie – day to day working together toward a higher purpose; fun, active listening, respect, and desire to help others.
Openness – willingness to share information, understand other perspectives, and consider new possibilities.
Grit – perseverance, commitment, and positive attitude.
Integrity – honesty, forthrightness, and aligning words with actions.
Simplicity – everything should be made as simple as possible but no simpler.
Qualifications
10+ years of SaaS sales development or inside sales leadership
Minimum 5 years of direct experience managing successful outbound lead generation teams (SDR, BDR)
Demonstrated success scaling teams through technology, automation, and repeatable motions rather than headcount alone
Strong experience using Salesforce.com, Salesloft, Gong.io and other sales tools/products
Track record of achieving and surpassing expectations
In‑depth knowledge of sales and marketing alignment techniques and best practices
Experience leading large teams – ideally 50 or more people
Experience leading and developing a management team of sales managers
Track record of building, executing and hitting sales plan
Excellent negotiation and leadership skills
Outstanding written and verbal communication skills
Compensation This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at $175,500–$210,600 in our New York City office, and competitive On‑Target Earnings, inclusive of incentive compensation, of $275,000–$300,000. Final offers may vary. Incentive compensation is not guaranteed and earning is subject to the terms and conditions of the applicable incentive compensation plan.
Diversity, Equity, Inclusion & Belonging 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. 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. If you need a reasonable accommodation, please reach out to us at accommodations@justworks.com.
Seniority Level Director
Employment Type Full‑time
Job Function Sales and Business Development
Industries Human Resources Services
Location New York, NY
#J-18808-Ljbffr