Account Executive - In-Territory (San Diego, CA)
for sections like About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. We must not repeat job title. We need to include only sections that have real specific content. We need to preserve all substantive information, remove boilerplate (EEO, legal, etc). Also remove duplicated lines, navigation, cookie, etc. The posting includes sections: Who We Are, Who You Are, Your Success Profile (with bullet points), How You Will Do Your Work (competencies), Qualifications, Travel, Pay (base wage range and OTE), maybe Benefits? The posting mentions benefits in Who We Are: "you’ll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats". So we can include Benefits section summarizing that. Also schedule? Not mentioned. Travel is mentioned: "There is travel within the territory (25% travel)". Could be under Schedule? Not exactly schedule. Might be a separate section? The instruction says use headings for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). We can map content to these headings. "About the role" could be the description of role (Who You Are, Your Success Profile). "Responsibilities" could be bullet list under Your Success Profile. "Requirements" could be Qualifications. "Skills" could be competencies (How You Will Do Your Work). "Benefits" from Who We Are. "Pay" from compensation. "Schedule" maybe not present; we should not include if no specific content. Travel could be part of Responsibilities or maybe Schedule? But schedule refers to work schedule (e.g., full-time, part-time). Not present. So we omit Schedule.
We must not include headings with filler text. So we need to ensure each heading has substantive content.
We need to use - for any list of duties/requirements/benefits. Use
for prose.
We must not repeat job title. Not include Job ID etc.
We must remove boilerplate: EEO, diversity, accommodations, DEIB report, AI tools, privacy, etc. Also remove "Use of AI Tools." etc. Also remove "Depending on where you reside..." etc. Also remove "Actual compensation is based on multiple factors..." maybe that's part of Pay but it's generic; we could keep if it's substantive? It's more generic but still about compensation. Might keep as part of Pay section but it's not specific numbers. The instruction: never emit a heading followed by filler/placeholder text (e.g., "commensurate with experience", "not specified", "N/A", "varies", "TBD") and never create Pay/Schedule/Benefits sections unless the posting actually states them. The posting does state base wage range and OTE, so Pay section is okay. The extra sentence about actual compensation based on multiple factors is somewhat generic but still about pay; we could include as prose.
We must also remove duplicated lines. There's duplication: "Who We Are" repeated? Not exactly.
We need to preserve all substantive information: So we need to include the description of Justworks culture, values, etc? The "Who We Are" includes values and culture. That could go under About the role or maybe Benefits? But we have a Benefits section for benefits; culture could be under About the role.
Let's structure:
About the role
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.
Maybe we could separate values into a list? Not required.
Responsibilities
- 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 Work
As 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!
Benefits
Justworks offers 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.
Pay
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. 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.
We should not include Schedule section.
Check for any duplicated lines: we have "Travel in-territory in the San Diego area" as a responsibility; also there is a line "There is travel within the territory (25% travel), which includes networking events, trade shows, and meeting potential clients". We included travel as responsibility but didn't mention 25% etc. We should include that detail. Let's adjust responsibility bullet: maybe combine: "Travel in-territory in the San Diego area (approximately 25% travel), including networking events, trade shows, and meeting potential clients." Good.
Also we have "Perform other duties as needed based on department and/or organizational needs" already.
Check for any other substantive info: "Who You Are" section includes description of sales team etc. We incorporated that into About the role? Actually we have "Who You Are" describing sales team role. Could be part of About the role or Responsibilities. We already have responsibilities covering many points. The "Who You Are" paragraph: "The 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." This is basically responsibilities. We could incorporate into About the role or responsibilities. Since we already have responsibilities list, we could add a paragraph before list summarizing that. But we must not duplicate. We can add a short paragraph under About the role describing the role. However we already have About the role paragraph about culture. Could merge? Better to keep About the role as description of role and company. Let's restructure:
About the role: include description of sales team, full sales cycle, etc. Then Responsibilities list.
But we must not repeat content. We'll incorporate the "Who You Are" paragraph into About the role (maybe as
for prose. We must not repeat job title. Not include Job ID etc. We must remove boilerplate: EEO, diversity, accommodations, DEIB report, AI tools, privacy, etc. Also remove "Use of AI Tools." etc. Also remove "Depending on where you reside..." etc. Also remove "Actual compensation is based on multiple factors..." maybe that's part of Pay but it's generic; we could keep if it's substantive? It's more generic but still about compensation. Might keep as part of Pay section but it's not specific numbers. The instruction: never emit a heading followed by filler/placeholder text (e.g., "commensurate with experience", "not specified", "N/A", "varies", "TBD") and never create Pay/Schedule/Benefits sections unless the posting actually states them. The posting does state base wage range and OTE, so Pay section is okay. The extra sentence about actual compensation based on multiple factors is somewhat generic but still about pay; we could include as prose. We must also remove duplicated lines. There's duplication: "Who We Are" repeated? Not exactly. We need to preserve all substantive information: So we need to include the description of Justworks culture, values, etc? The "Who We Are" includes values and culture. That could go under About the role or maybe Benefits? But we have a Benefits section for benefits; culture could be under About the role. Let's structure:
About the role
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.
Maybe we could separate values into a list? Not required.Responsibilities
- 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 Work
As 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!
Benefits
Justworks offers 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.
Pay
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. 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.
We should not include Schedule section. Check for any duplicated lines: we have "Travel in-territory in the San Diego area" as a responsibility; also there is a line "There is travel within the territory (25% travel), which includes networking events, trade shows, and meeting potential clients". We included travel as responsibility but didn't mention 25% etc. We should include that detail. Let's adjust responsibility bullet: maybe combine: "Travel in-territory in the San Diego area (approximately 25% travel), including networking events, trade shows, and meeting potential clients." Good. Also we have "Perform other duties as needed based on department and/or organizational needs" already. Check for any other substantive info: "Who You Are" section includes description of sales team etc. We incorporated that into About the role? Actually we have "Who You Are" describing sales team role. Could be part of About the role or Responsibilities. We already have responsibilities covering many points. The "Who You Are" paragraph: "The 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." This is basically responsibilities. We could incorporate into About the role or responsibilities. Since we already have responsibilities list, we could add a paragraph before list summarizing that. But we must not duplicate. We can add a short paragraph under About the role describing the role. However we already have About the role paragraph about culture. Could merge? Better to keep About the role as description of role and company. Let's restructure: About the role: include description of sales team, full sales cycle, etc. Then Responsibilities list. But we must not repeat content. We'll incorporate the "Who You Are" paragraph into About the role (maybe as