Account Development Executive

Who You Are

You are a consultative seller at heart with a passion for helping customers realize the full value of their partnership with Justworks. You thrive in a highly cross-functional role where you collaborate with Customer Success, Support, and product Specialists to deliver seamless and strategic post-sale experiences. You strive to build customer relationships by understanding their needs and what is vital to their business, as well as deeply understand Justworks’ goals surrounding revenue growth and product adoption. You’re comfortable owning a sales process end-to-end and are energized by both revenue impact and customer success.

As an Account Development Executive, you are highly organized, process-oriented, and thrive in a fast-paced environment where accuracy, follow-through, and attention to detail matter. You’re a strong communicator who can simplify complex products and processes for customers and stakeholders alike. You’re excited to grow within a dynamic team focused on upselling and cross-selling across our customer base, and you’re motivated by the opportunity to help shape a growing function at Justworks.

What You Will Work On

• 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.

How You Will Do Your Work

As an Account Development Executive, 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.
• Customer Focus - Build strong customer relationships and deliver customer-centric solutions
• Plans and Aligns - Breaks down objectives into appropriate initiatives and actions; stages activities with relevant milestones and schedules
• Sales Acumen - having a deep understanding of sales processes, strategies, and techniques to effectively identify and pursue sales opportunities.
• 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.

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.”

Qualifications

• 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
• Familiarity with CRM tools (Salesforce preferred)
• 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