General Manager & Director, GTM Strategy

The role

The General Manager & Director, GTM Strategy is the Directly Responsible Individual for the Payroll FY27 plan. You will own the business outcomes including bookings, LTV, and margin trajectory by driving commercial strategy and cross-functional execution.

What you will do

• Serve as DRI for the Payroll annual plan, accountable for revenue, expansion, and margin commitments.
• Orient the business around LTV, ARPC growth, and Payroll's contribution to platform growth.
• Own the commercial strategy to scale customer acquisition.
• Own the monetization, bundling, and expansion agenda including pricing and packaging.
• Own the path to gross-margin break-even on cost-to-serve.
• Direct execution of Payroll initiatives across Marketing, Technology, Operations, Product, Finance, Revenue and Risk & Insurance.
• Keep roadmap priorities informed by partner-facing GTM and ICP signals.
• Own the outcomes of the Payroll-to-PEO expansion pathway.
• Build and maintain cross-functional operating systems.
• Represent Payroll in platform-level and leadership forums.

Required qualifications

• Minimum 10 years of professional experience, with a track record of owning a business line, P&L, or comparable end-to-end commercial outcome.
• Demonstrated experience as a co-founder, General Manager, DRI or business owner.
• High business and financial acumen; fluency with P&L, unit economics, LTV/CAC, ARPC, and pricing and packaging.
• Proven ability to set commercial strategy and drive it through execution across functions.
• Strong analytical skills and familiarity with data tools (e.g., Excel, SQL).
• Record of leading cross-functional initiatives to measurable outcomes through influence rather than direct authority.
• Ability to succeed in an entrepreneurial, ambiguous environment and bring structure without slowing innovation.
• Executive presence sufficient to represent a business line in leadership forums.
• Strong sense of ownership and a focus on results and outcomes, not just process.
• Unquestionable professional ethics, strong judgment, and commitment to excellence.

Nice to have

• Experience in SaaS, fintech, B2B services, or other regulated or operationally complex environments

Benefits

• Welcoming and casual environment
• Great benefits
• Wellness program offerings
• Company retreats
• Ability to interact with and learn from leaders in the startup community

About the company

Justworks helps businesses get off the ground by enabling them to focus on running their business by solving HR issues. They are a data-driven company that works in a supportive, entrepreneurial environment.