Manager, Partner Acquisition

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.

Who You Are

You are a motivated, goal-oriented people manager with experience in sales development, outbound prospecting, and early-stage partnership sourcing. You thrive in fast-paced environments and enjoy leading a team that identifies and engages high-quality partners. You combine strong operational discipline with a partnership mindset, understanding how to build early relationships that feed a healthy partnership pipeline across key segments.

You communicate clearly, coach effectively, and bring a structured approach to managing outbound workflows, lead qualification, and performance metrics. You have hands-on experience as an SDR/SDO or Partner Manager and now want to build and lead a small team responsible for sourcing new partners for Justworks’ ecosystem.

As a Partner Acquisition Team Lead, you will oversee the team responsible for finding, vetting, and securing new partnership prospects across brokers, accountants, and business services segments. You will coach your team, refine outbound processes, and ensure strong collaboration with Partnerships leadership to drive quality pipeline creation.

Your Success Profile

What You Will Work On

• Lead, coach, and develop a team of Partner Acquisition Specialists responsible for sourcing and qualifying new partnership opportunities.

• Own KPIs related to outbound activity, partner quality metrics, conversion rates, and partnership pipeline creation.

• Implement repeatable outbound workflows including prospecting, outreach, qualification, and handoff to partnership managers.

• Work closely with Partnerships leadership to align sourcing priorities, partner profiles, and market segmentation across key channels.

• Monitor outbound performance, pipeline health, and quality of partner prospects; drive improvements through coaching and process iteration.

• Support Specialists in outreach strategies, messaging refinement, and effective use of tools for prospecting and partner engagement.

• Collaborate with Marketing to leverage campaigns, content, and lead-generation channels that support partner acquisition.

• Ensure smooth handoff of qualified partnership opportunities to Partner Managers, with clear documentation and context.

• Maintain accurate reporting in Salesforce and related systems to track activity, performance metrics, and partner progression.

• Identify opportunities to refine targeting, build new lists, and optimize outreach methods to improve partner quality and conversion.

• Serve as an escalation point for early partner conversations requiring deeper context or qualification.

• Represent the team in cross-functional meetings, sharing insights and recommendations around partner trends and pipeline performance.

How You Will Do Your Work

As the Manager, Partner Acquisition, how results are achieved is as important as the results themselves. Your effectiveness is rooted in the following competencies:

Core Competencies

• Good Judgement – You prioritize effectively, evaluate partner fit, and guide the team to focus on high-quality prospects.

• Detail-Oriented – You ensure accurate data capture, reliable pipeline reporting, and consistent outbound processes.

• Sales & Partnership Acumen – You understand outbound prospecting, qualification frameworks, engagement strategies, and partnership value drivers.

• Results-Driven – You meet or exceed team KPIs, coach team members to success, and focus on generating high-quality partnership pipeline.

• Clear Communication – You communicate expectations clearly, give constructive feedback, and facilitate strong internal and external alignment.

Qualifications

Minimum Qualifications

• 3–6+ years of experience in Sales Development, Outbound SDR/SDO roles, Partner Acquisition, or Partner Management.

• Experience leading a team, preferably in a sales development or partnerships environment.

• Direct experience recruiting or managing partners from intro call through contract required.

• Strong outbound prospecting background with success generating qualified leads or partner opportunities.

• Excellent communication, coaching, and training skills.

• Strong organizational skills with the ability to manage team pipelines, activity metrics, and reporting requirements.

• Experience working cross-functionally with Sales, Marketing, or Partnerships teams.

• Proficiency with Salesforce or similar CRM systems.

• Experience in fast-paced, high-growth SaaS or technology environments.

Preferred Qualifications

• Direct experience in partnership sourcing or early-stage partner lifecycle support.

• Familiarity with the broker, accountant, or business services ecosystems.

• Experience with sales engagement or prospecting tools (e.g., Outreach, SalesLoft, Apollo).

• Exposure to partnership qualification models or co-selling workflows.

This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at $137,500 - $151,250 in our New York City office. 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.

#LI-Hybrid #LI-KO1

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 [email protected]. Your comfort and success matter to us, and we're here to ensure an inclusive experience.

Our DEIB Report