General Manager & Director, Commercial Strategy

The role

The General Manager & Director, Commercial Strategy is the Directly Responsible Individual for the Payroll FY27 plan. You will own business outcomes including bookings, LTV, and margin trajectory by setting commercial strategy and driving 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 contribution to platform growth.
• Own the commercial strategy to scale customer acquisition.
• Own 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

About the company

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