Account Development Executive

Summary

Justworks helps businesses manage HR-related needs so they can focus on running their businesses. The Account Development Executive owns post-sale upsell and cross-sell sales cycles, partners with customer-facing and product teams, and drives revenue expansion while ensuring a seamless customer experience.

Responsibilities

• Own the end-to-end sales cycle for post-sale upsell and cross-sell opportunities (e.g., PEO Basic to Plus, International, Payroll to PEO), from customer discovery to quoting, proposal, and contracting to ultimately drive revenue expansion
• Serve as the primary point of contact for product-specific upsell motions, working in partnership with CSMs, Support, and Customer Retention as appropriate
• Leverage AI enabled tooling and prospecting systems to reach customers at the right time, in the right way, with the right message to drive revenue expansion
• Partner with product Specialists to deliver expert-backed, consultative sales experiences, bringing them in as needed to support quoting strategy and customer education
• Ensure a seamless handoff to onboarding and support teams, managing expectations with clarity and care throughout the customer journey
• Use tools like Salesforce, Salesloft, and internal quoting systems to manage pipeline, document activities, and maintain data accuracy
• Collaborate closely with internal teams to refine and improve SOPs, surface process improvements, and build scalable ways to grow post-sale revenue
• Meet or exceed sales quotas tied to upsell and cross-sell revenue targets
• Perform other duties as needed based on department and/or organizational needs

Skills

• A minimum of 3 years' experience in an Account Executive or sales role with upsell responsibilities and 1 year's experience managing a complete and consultative sales cycle and closing
• Proven ability to manage a sales pipeline and meet or exceed revenue targets
• Experience owning end-to-end sales cycles
• Strong written and verbal communication skills with an ability to simplify complex topics for customers
• Comfortable working cross-functionally with other teams and stakeholders
• Highly organized and detail-oriented, with the ability to manage multiple priorities and deadlines
• Passionate about delivering an excellent customer experience throughout the sales process
• A team player with a growth mindset and a desire to build within a fast-moving, evolving function
• Familiarity with CRM tools (Salesforce preferred)

Qualifications

Must Haves

• A minimum of 3 years' experience in an Account Executive or sales role with upsell responsibilities and 1 year's experience managing a complete and consultative sales cycle and closing
• Proven ability to manage a sales pipeline and meet or exceed revenue targets
• Experience owning end-to-end sales cycles
• Strong written and verbal communication skills with an ability to simplify complex topics for customers
• Comfortable working cross-functionally with other teams and stakeholders
• Highly organized and detail-oriented, with the ability to manage multiple priorities and deadlines
• Passionate about delivering an excellent customer experience throughout the sales process
• A team player with a growth mindset and a desire to build within a fast-moving, evolving function

Nice to Haves

• Familiarity with CRM tools (Salesforce preferred)

Benefits

• Great benefits
• Wellness program offerings
• Company retreats
• The ability to interact with and learn from leaders in the startup community
• Incentive compensation, subject to the terms and conditions of the applicable incentive compensation plan