Who You Are

This job is interdisciplinary - a mix of strategy, operations, and sales to identify where customers encounter friction in the upsell process, upsell current customers on our products, and improve the customer experience to drive greater revenues per customer. You will become an expert on upselling Justworks’ smaller businesses from Basic to Plus by working with Sales, Customer Success, Underwriting, and Product teams. You will propose and implement new strategies, materials, and processes to increase upsell conversion rates as well as answer and reduce customer questions.

As the department and company grow, we will be incorporating other Justworks products into our upsell catalog so that we can better meet our customers’ needs! This is an excellent opportunity to gain a deep understanding of our sales processes, as well as our operational structure on a highly cross-functional team!

Your Success Profile

What You Will Work On

• Primarily you will be working to upsell our smaller customers
• Look for efficiencies in our upsell process and come up with creative ways to scale
• Manage an end-to-end upsell pipeline and all supporting activities; meet or exceed your quotas
• Run pilots and tests to upsell different product lines
• Partner with product teams to reduce friction in our upsell process
• Propose strategies to improve effectiveness in our upsell process to our smallest customers
• Provide expert-level support to customers around Justworks' continually expanding product and service offerings
• Display a high level of professionalism and compassion when working with each account
• Explain complicated concepts (related to health insurance, compliance, taxes, etc.) in simple, user-friendly terms
• Perform other duties as needed based on department and/or organizational needs

How You Will Do Your Work

As an Account Development Associate, 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.
• 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.
• Adaptability - the ability to adjust your approach or actions in response to changes in your external environment.
• Solution-oriented - identifies the source of a question or challenge and provides the right, or a better, way of doing things.

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

• Minimum of 2 years work experience required; 1 year of experience in a client-facing role preferred; ideally knowledgeable in selling to small businesses
• B2B software/SaaS and Salesforce experience is a plus
• Excellent organizational, written, and verbal communication skills
• Strong attention to detail with the ability to manage competing priorities and multi-task
• Ability to work as part of a team and be resourceful and adaptable
• Have a proven track record of consistently meeting and exceeding your goals
• You are driven and a self-starter who acclimates quickly to new environments
• Passionate about sales and relationship-focused customer engagements
• Excellent interpersonal skills and demonstrates the ability to listen with a purpose to gather important information while assisting customers
• Ability to simplify complicated topics and explain them in terms people can easily understand
• You’re an overachiever and proactive
• 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!

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 New York City office, and competitive On-Target Earnings, inclusive of incentive compensation, of *$163,600.00 - $163,600.00. 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.

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