Who We AreAt 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 at Justworks. These 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 AreThe sales team at Justworks is ultimately in charge of expanding our customer base while driving revenue and growth. As an Account Executive in-territory in San Diego, you will be responsible for the full sales cycle - building and managing a sales pipeline, market research, prospecting, fostering relationships and creating new ones, contract negotiation, and closing on your deals. Sales is challenging, especially at a start-up but it’s a fulfilling and rewarding experience as you become a trusted advisor to our customers. Your Success ProfileWhat You Will Work On - Manage own book of business, build and manage an end-to-end sales pipeline and all supporting activities; prospect to close; meet or exceed your quotas - Establish a presence in your territory; research the ins and outs of your territory, develop a marketing and networking plan for how you will reach entrepreneur community in your market, and build relationships with the small business community - Proactively prospect for new business by leveraging market research, sales tools, and cold prospecting - Gain a sound understanding of our value proposition and effectively communicate that to new potential customers - Be the voice of our future customers - suggest innovative ideas to generate sales, cultivate customer pipeline leads; improve overall customer experience
 and advocate internally for product development - Be an ambassador of Justworks and its solutions; strive to gain an intimate and comprehensive knowledge of our suite of products - Travel in- territory in the San Diego area - Perform other duties as needed based on department and/or organizational needs How You Will Do Your WorkAs an Account 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 judgement - 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. - Detail-oriented - exercises extreme attention to detail; is thorough, accurate, organized, and productive and seeks to understand both the cause and effect of a situation. - 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. - Clear communication - the 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. 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 2 years experience in an Account Executive position and 1-year experience managing a complete and consultative sales cycle and closing are required. - Experience in Lead generation for B2B in a high-velocity setting (i.e., SaaS, PEO, Fintech)Salesforce, SalesLoft, LinkedIn SalesNavigator, and/or ZoomInfo are required. Experience with Outreach.io and/or Hubspot, in addition to 6Sense and/or Hoovers/D&B, is a plus. - Cold-calling experience is required for this position. - We are seeking candidates with a hunter mentality who are dedicated to grabbing new prospects, netting new logos, closing deals, and delivering immediate results. - Passionate about sales and relationship-focused customer engagements - Excellent interpersonal and communication skills, and demonstrates the ability to listen to gather important information during a sales call and/or meeting - Ability to simplify complicated topics and explain them in terms people can easily understand - Able to apply creative solutions to a variety of issues in a fast-paced environment - You enjoy entrepreneurial environments and the opportunity to build something meaningful! - There is travel within the territory (25% travel), which includes networking events, trade shows, and meeting potential clients This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at $90,000.00 - $90,000.00 in our San Diego office, and competitive On-Target Earnings, inclusive of incentive compensation, of *$170,000.00 - $170,000.00. Final offers may vary from those listed. *Incentive compensation is not guaranteed, and earning is subject to the terms and conditions of the applicable incentive compensation plan. #LI-Hybrid #LI-AM2 Actual compensation is based on multiple factors that are unique to each candidate, including and not limited to skill set, level of relevant experience, and specific work location. Salary ranges for positions based in other locations may differ based on the cost of labor in that location. For more information about Justworks’ Total Reward Philosophy, including all of the perks and benefits we are proud to offer our team members, please visit Total Rewards @ Justworks. Diversity At JustworksJustworks is committed to maintaining a workplace where diversity of identity, culture, and life experience is the norm and is celebrated authentically and respected consistently. Diversity in our work, our people, and our product drives creativity and innovation, entrepreneurial leadership and integrity, competitiveness, and collaboration throughout our business and in the market. We depend on our differences to make our team stronger, our workplace more dynamic, and our product accessible to all of our customers. 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. We also provide reasonable accommodations to employees based on their sincerely held religious beliefs, as well as for other covered reasons consistent with applicable federal, state, and local laws. If you're in need of a reasonable accommodation, please reach out to us at accommodations@justworks.com. Your comfort and success matter to us, and we're here to ensure an inclusive experience. Our DEIB Report

• Cultivate and maintain enduring relationships with Higher Education clients • Utilize data analysis to pinpoint areas for improvement and make data-driven recommendations. • Provide regular progress updates to management regarding client accounts. • Monitor and report on key performance metrics, including client retention and revenue growth. • Maintain a high level of client satisfaction by consistently exceeding expectations. • Work collaboratively with internal teams to devise solutions for complex challenges. • Address and resolve client issues in a timely and efficient manner. • Keep clients informed about new product features, updates, and enhancements relevant to their needs. • Identify growth opportunities within existing accounts and work towards expanding Salesforce services. • Collaborate closely with clients to formulate customized account strategies. • Educate clients on how Salesforce can empower them to streamline operations and enhance service delivery. • Stay informed about industry trends, government regulations, and competitive offerings. • Develop an in-depth understanding of Salesforce products and solutions. • Conduct regular meetings and check-ins to assess client satisfaction and identify areas for improvement. • Act as the primary point of contact, ensuring that client inquiries and concerns are addressed promptly.

• Develop and maintain strategic relationships with Mid-Level volume clients to accomplish organic growth and long term company objectives of Ontellus • Present Ontellus solutions to decision makers and end users through appropriate communication style to drive compliance and utilization • Interface with senior management to execute company objectives • Effectively on-board potential new clients on technology and reinforce the value of service • Introduce and sell new products to clients and integrate with clients’ workflow for high adoption • Gather, report and communicate client feedback on service, technology and product delivery • Coordinate with Client Services Department to address and resolve concerns • Conduct periodic health checks on accounts and identify areas to align with clients’ needs • Travel (when necessary) to meet with clients for account management, sales presentations and training • Excellent time and attendance • Other duties as assigned.

• Prospect daily through 150+ outbound calls/day • Identify and engage decision-makers (owners, agency leaders, sales managers) • Run full-cycle sales: rapport → discovery → pitch → objection handling → close • Sell subscription-based, real-time lead programs (recurring revenue) • Build a pipeline, manage follow-ups, and maintain clean notes in the CRM • Use email + phone + messaging to drive urgency and next steps • Track your activity and performance metrics and consistently hit targets • Participate in training, coaching, call reviews, and continuous improvement