Manager, Account Executives - Sales (Los Angeles, CA)
About the role
Who you are
As a Manager, Account Executives - Sales, you are the primary engine of our high-growth Account Executive organization. You are a dependable, natural leader who doesn’t just manage a team—you build a winning culture. You are a master of sales fundamentals, a data-driven coach who lives in the numbers, and a "player-coach" who knows how to move the needle on complex deals. You thrive in the weeds of pipeline mechanics and are obsessed with iterating on processes to drive elite performance. This is the foundational leadership role that prepares you to scale into regional management.
Your Success Profile
The Team Operating System (Meetings & Leadership)
You own the daily and weekly rhythm of your team, ensuring every AE is aligned and empowered:
- Coaching & Performance: Lead high-impact weekly 1:1s with AEs focused on skill development and career progression; deliver rigorous performance reviews and implement development plans with precision.
- Team Alignment: Schedule and lead high-energy team meetings that translate high-level company goals into actionable daily tactics.
- Methodology Mastery: Train your team on the Justworks sales methodology, ensuring every rep is a consultant-level expert in our product suite.
Pipeline Integrity & Execution
You are the "Single Source of Truth" for your team’s funnel and forecasting accuracy:
- Data Rigor & Gong: Use Gong and Salesforce data to diagnose performance gaps, provide real-time coaching, and ensure your team’s activity translates into revenue.
- CRM Excellence: Enforce flawless CRM hygiene; you ensure that stages, close dates, and deal categories are accurate, providing the clean data the Senior Manager needs for regional forecasting.
- Metric Tracking: Proactively track and report on team KPIs, identifying trends before they become problems and iterating on outbound strategies to fuel growth.
Closing & Commercial Excellence
You are the tactical lead ensuring your team wins the "War Room" deals:
- Deal Support: Attach yourself to key opportunities, coaching AEs through the finish line of complex PEO and International negotiations.
- Resource Leverage: Guide your team in effectively utilizing specialists (Underwriting, Finance, Legal) to maximize conversion rates and shorten sales cycles.
- Sales Motivation: Collaborate with leadership to design and execute sales contests and motivational initiatives that drive "Grit" and healthy competition.