Senior Business Development Manager, Strategic Alliances

About the role

We’re seeking a Business Development Manager, Strategic Alliances responsible for creating and scaling transformative partnerships that go far beyond transactional sales. These alliances will unlock multi-year revenue streams, new distribution channels, and mutual enterprise value between Justworks and our partners.

This is not a traditional Account Executive role — it’s a strategic position for a dealmaker and relationship builder who can create alignment with Fortune 1000 companies, navigate complex, consensus-driven sales cycles, and drive partnerships that move the needle for both organizations. Typical engagements will involve long-term, multi-stakeholder cycles (9+ months) that require persistence, credibility, and strategic influence.

Who You Are

• You are a strategic, relationship-driven business development professional who thrives at the intersection of innovation and execution.
• You bring a strategic mindset, thinking big and long-term while recognizing real-world limitations and pragmatic constraints.
• You understand how to build partnerships that scale — balancing vision with operational reality.

Key Responsibilities

• Strategic Origination & Deal Management:
• Identify, qualify, and pursue high-potential strategic alliance opportunities across priority verticals and geographies.
• Develop and tailor value propositions aligned with each partner’s strategic objectives, customer base, and growth priorities.
• Collaborate with Marketing and GTM teams to design and execute strategies for acquiring new alliance partners.
• Structure, negotiate, and close complex partnership agreements, including co-selling, co-marketing, joint product offerings, or embedded technology integrations.
• Build and manage a robust pipeline of prospective partners, maintaining clear visibility into deal stages, timelines, and key stakeholders.
• Drive end-to-end deal management, from initial outreach and discovery through contract execution and launch, ensuring alignment with internal priorities and revenue goals.
• Enterprise Relationship Development:
• Cultivate trust-based, long-term relationships with executive stakeholders at prospective and existing partners.
• Serve as a strategic advisor, understanding partner business models, objectives, and constraints to shape win-win collaborations.
• Partner cross-functionally with Product, Marketing, Sales, Legal, and Operations to align on partnership goals and deliverables.
• Represent Justworks externally with professionalism, credibility, and a deep understanding of our value proposition for SMBs.
• Act as the voice of the partner internally, advocating for mutual success and ensuring commitments are delivered on both sides.

Qualifications

• 5+ years of enterprise sales, business development, or strategic partnerships experience, with a focus on large-scale deal origination and execution.
• Proven track record of closing $5M+ TCV and/or multi-year enterprise deals with global Fortune 1000 organizations.
• Expertise in managing complex, consensus-driven sales cycles and navigating multiple stakeholder groups.
• Strong executive presence, with the ability to build trust and influence at the highest levels.
• Strategic thinker who pairs vision with action, balancing innovation with pragmatic execution.

Pay

This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at $270,000 in our New York City office, and competitive On-Target Earnings, inclusive of incentive compensation, of $147,000.00 - $190,000.00. 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.

Benefits

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.

Diversity & Inclusion

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.