Senior Business Development Manager; Strategic Alliances

• We’re seeking a Business Development Manager, Strategic Alliances responsible for creating and scaling transformative partnerships that go far beyond transactional sales
• These alliances will unlock multi-year revenue streams, new distribution channels, and mutual enterprise value between Justworks and our partners
• This is not a traditional Account Executive role — it’s a strategic position for a dealmaker and relationship builder who can create alignment with Fortune 1000 companies, navigate complex, consensus-driven sales cycles, and drive partnerships that move the needle for both organizations
• Typical engagements will involve long-term, multi-stakeholder cycles (9+ months) that require persistence, credibility, and strategic influence
• You’ll collaborate closely with Product, Marketing, Legal, and other cross-functional teams to transform ideas into scalable business outcomes
• From identifying new alliance opportunities to bringing them to market, you will shape how Justworks expands its reach and drives sustainable growth through partnerships that deliver value to small and midsize businesses nationwide
• The Strategic Alliances team at Justworks focuses on expanding our customer footprint by partnering with Fortune 1000 companies to mutually serve the SMB segment
• In this role, you will be responsible for sourcing, structuring, and launching new partnerships that accelerate top-line growth
• This includes identifying enterprises with overlapping customer segments, co-developing go-to-market strategies, fostering executive relationships, influencing internal stakeholders, and negotiating high-impact contracts
• Partnerships at scale are a new muscle for Justworks. You’ll proactively engage with potential partners to uncover their needs, co-create value propositions, and ensure cross-functional alignment across internal teams — from Product to Marketing to Legal — to deliver results for all stakeholders
• You set the standard for collaboration, with a proven ability to work effectively across functions and levels
• Strategic Origination & Deal Management:
• Identify, qualify, and pursue high-potential strategic alliance opportunities across priority verticals and geographies
• Develop and tailor value propositions aligned with each partner’s strategic objectives, customer base, and growth priorities
• Collaborate with Marketing and GTM teams to design and execute strategies for acquiring new alliance partners
• Structure, negotiate, and close complex partnership agreements, including co-selling, co-marketing, joint product offerings, or embedded technology integrations
• Build and manage a robust pipeline of prospective partners, maintaining clear visibility into deal stages, timelines, and key stakeholders
• Drive end-to-end deal management, from initial outreach and discovery through contract execution and launch, ensuring alignment with internal priorities and revenue goals
• Enterprise Relationship Development:
• Cultivate trust-based, long-term relationships with executive stakeholders at prospective and existing partners
• Serve as a strategic advisor, understanding partner business models, objectives, and constraints to shape win-win collaborations
• Partner cross-functionally with Product, Marketing, Sales, Legal, and Operations to align on partnership goals and deliverables
• Represent Justworks externally with professionalism, credibility, and a deep understanding of our value proposition for SMBs
• Act as the voice of the partner internally, advocating for mutual success and ensuring commitments are delivered on both sides

• Paid volunteer work
• Paid parental leave
• Work from home opportunities
• Medical, dental, and vision insurance, plus access to One Medical, Kindbody, and Teladoc
• Premium access to Headspace, Class Pass stipends, and webinars to support your overall wellness on topics like nutrition, budgeting, mindfulness, and more
• All Justworks offers include equity, and Just workers can continue to earn more over time with promotions and tenure
• Extensive learning & development opportunities through workshops, Exec Online, Udemy, and Better Up coaching
• Apprenticeship program that supports internal movement and growth

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