GTM Strategy & Operations Manager at Justworks

Who We Are At 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. Department Revenue Effectiveness Role Summary You’ll act as a core business partner to sales and revenue leadership, responsible for designing and executing territory planning, account segmentation and GTM rules of engagement that align SDR/SDO, AE, Revenue Expansion, and CSM motions. You will translate strategic direction into operational frameworks, processes, and measurement—driving greater revenue efficiency, scalability and growth. This is a role that blends strategic thinking, analytical rigor and hands-on process design/operational delivery. Your Success Profile What You Will Work On • Partner with SDR/SDO leadership, AE leadership and CSM leadership to define territory and book-of-business design across inbound, outbound and expansion motions. • Develop and maintain an account segmentation model (e.g., TAM, motion, industry, size, geography) that drives assignment of accounts to SDO/SDR, AEs, CSMs and channel/partner motions. • Define and implement rules of engagement for each motion (SDO/SDR → AE hand-off; AE → CSM hand-off; renewals/expansion; referrals), ensuring clarity on roles, responsibilities, and hand-off criteria. • Lead the annual (and quarterly) territory planning and partner with the revenue planning team on capacity modelling process: map accounts/regions, set target capacity, allocate resources, model productivity and growth. • Establish and track KPIs and dashboards for territory coverage, market penetration, rep capacity, pipeline conversion, segment growth, expansion/upsell performance, NRR/NR (Net Revenue Retention / New Revenue) and earned-growth. • Conduct data analysis to identify performance gaps, market opportunity, rep productivity constraints, territory imbalance or segmentation inefficiencies; generate actionable recommendations. • Work cross-functionally with Revenue Enablement (or Go-to-Market Readiness), Marketing Ops, Partner Ops and RevOps teams to ensure process, technology and data alignment (e.g., CRM flows, segmentation logic, reporting structure, automation). • Drive governance for GTM processes: territory change management, quarterly business reviews (QBR) with Sales leadership, forecast accuracy review, sales hygiene. • Bring in future-looking capability: identify where AI/automation can augment territory effectiveness, rep workload balance, lead routing, account prioritization, and hand-off processes—ensuring that the “junior + AI + senior oversight” model scales the motion without degrading high-touch service. • Be a trusted consultant to Sales leadership: translate complex data and segmentation insights into clear business implications; support leadership in decision-making for growth initiatives (new markets, channel/partners, international launches). How You Will Do Your Work What You’ll Bring and What You’ll Gain • You’ll bring a mindset that the revenue engine is not just “run” but “architected” — you think about the GTM operating model, territory pathways, and how technology/automation amplifies human performance. • You’ll gain exposure to executive-level decision-making in sales growth, opportunity to scale a global motion (including new markets, channel/partners) and deliver high-impact business change (territory moves, account segmentation revamp, process redesign). • You’ll work in a role where your work directly affects top-of-funnel volume, conversion rates and expansion revenue — aligning tightly with our long-term goals of 30%+ YoY growth while managing cost base and operational leverage. 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 • 5-8 years (or more) of experience in Sales Strategy & Operations, GTM Operations, Revenue Operations or Sales Planning within a high-growth B2B SaaS or subscription business. • Proven experience in territory design, quota/capacity modelling, account segmentation, go-to-market motion design and rules of engagement. • Strong business partnering skills: ability to work closely with Sales leadership (SDRs/SDOs, AEs, CSMs), across GTM functions and influence through data and insight. • High analytical capability: comfort with complex data sets, Excel/Google Sheets modelling, CRM data (e.g., Salesforce), BI tools (Tableau, Looker, PowerBI) and generating actionable insight from metrics. • Excellent process design, documentation and change-management skills — able to map workflows, implement best practices and drive adoption. • Strong communicator: able to distill data and segmentation frameworks into clear recommendations and partner with leadership on strategic decisions. • Experience working in a cross-functional matrix (marketing ops, partner ops, enablement, RevOps) and driving alignment across revenue-facing functions. • Bonus (preferred): experience in international markets and/or partner/channel motions; exposure to AI/automation in GTM processes; comfortable in fast-growing, scaling environment. The base wage range for this position based in our New York City office is targeted at $137,500.00 - $151,250.00 per year. #LI-DG2 #LI-Hybrid 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 Justworks Justworks 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 [Upgrade to PRO to see contact]. Your comfort and success matter to us, and we're here to ensure an inclusive experience. Our DEIB Report