Sales Development Representative

About the role

You own the end-to-end outbound pipeline generation process as a , taking full responsibility for researching target accounts and converting raw data into actionable insight. You will execute high-quality outreach across multiple channels, including phone, email, and LinkedIn, while maintaining a consistent and consultative tone that reflects our brand. Each interaction you own is an opportunity to build trust, uncover real business needs, and advance prospects through the sales pipeline with measurable momentum. You will collaborate closely with Account Executives, providing them with well-qualified opportunities and detailed feedback from the field to refine our overall strategy. You are proactive in analyzing your results, iterating on your approach, and applying learnings to improve efficiency and effectiveness over time. This role demands a strong work ethic, clear communication, and a genuine curiosity about how modern businesses solve complex people problems. You will play a foundational role in building a modern pipeline generation engine that combines thoughtful human engagement with smarter tools, better signals, and more efficient workflows.

Key facts

What you'll do

• Own outbound prospecting and pipeline generation within your assigned territory or segment, driving measurable growth in qualified opportunities.
• Research and identify prospective customers using a combination of data, tools, and market signals to build accurate and actionable target lists.
• Execute outbound outreach across phone, email, LinkedIn, and other channels to engage decision-makers and initiate value-driven conversations.
• Generate qualified sales conversations and build a robust pipeline for Account Executives, ensuring a steady flow of opportunities.
• Learn and effectively use modern sales tools and workflows to improve productivity, organization, and the overall quality of outreach.
• Conduct thoughtful, value-driven discovery sessions focused on understanding customer needs, challenges, and strategic priorities.
• Develop deep expertise in Justworks, our product suite, and the broader HR and Professional Employer Organization (PEO) landscape to position solutions confidently.
• Continuously refine your messaging, prospecting approach, and workflow efficiency based on performance data and feedback.
• Partner with cross-functional teams to share insights that inform product positioning, messaging, and ideal customer profiles.
• Maintain accurate and up-to-date records in our systems to ensure full visibility into pipeline activity and progress.
• Contribute to the development of scalable playbooks and best practices that elevate the performance of the broader sales development team.
• Support marketing initiatives by providing feedback on content, campaign performance, and lead quality to improve alignment with target audiences.
• Track and report on key performance indicators, including call volumes, response rates, and meeting bookings, to drive continuous improvement.
• Act as an ambassador for Justworks, representing the company with professionalism, integrity, and enthusiasm in every interaction.

Requirements

• You are excited to join a growing, entrepreneurial company where you can build a long-term career in sales.
• You possess strong written and verbal communication skills, with the ability to simplify complex topics and engage stakeholders clearly.
• You demonstrate a strong work ethic, taking ownership of your results and remaining accountable for your pipeline and performance.
• You are comfortable working in a fast-paced environment where priorities can shift and adaptability is essential.
• You are naturally curious, asking thoughtful questions and actively listening to uncover customer needs.
• You are highly organized, managing multiple tasks, tools, and deadlines with attention to detail and efficiency.
• You embrace a coachable mindset, seeking feedback and applying learnings to continuously improve your skills and outcomes.
• You are collaborative by nature, working effectively with cross-functional partners to support shared revenue goals.
• You have a customer-first mindset, approaching every interaction with empathy, curiosity, and a focus on creating positive experiences.
• You are legally authorized to work in the United States without sponsorship, as this role requires immediate availability to work from our New York office.

Nice to have

• Prior experience in sales, business development, or a customer-facing role that has prepared you for outbound prospecting.
• Familiarity with sales tools such as CRMs, outreach platforms, and data enrichment services.
• Experience working in or studying a business-related field, such as business administration, marketing, or economics.
• Knowledge of HR, payroll, benefits, or workforce management concepts, or a strong interest in learning about these areas.
• Exposure to startup environments, where agility, ownership, and rapid learning are highly valued.

Practical notes

This role is based in our New York, New York office and requires in-person work. You must be legally authorized to work in the United States without the need for sponsorship, as we are unable to provide work authorization at this time. The position reports to a manager and is part of a structured development path designed to support long-term growth within sales and go-to-market functions. We expect consistency, reliability, and professionalism in how you manage your schedule and commitments. This role offers a meaningful foundation for career progression, with opportunities to evolve into senior SDR, account executive, and other leadership positions as you demonstrate mastery of the skills required.