Account Development Executive

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 se 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.

Who You Are

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!

Your Success Profile

What You Will Work On

* 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

How You Will Do Your Work

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 Just workers 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."

Qualifications

* Minimum of 2 years work experience required; 1 year of experience in a client-facing role preferred; ideally knowledgeable in selling to small businesses

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