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.
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If this sounds like you, you’ll fit right in.
We are hiring a Senior Analyst, Funnel & Revenue Optimization to own analysis and optimization of our hybrid SMB revenue engine. This role sits within Revenue and is accountable for driving measurable improvements in conversion, velocity, and revenue efficiency across both self-service and sales-assisted motions.
Our model is hybrid by design — prospects can convert entirely self-serve, engage with sales, or move between both paths. This role ensures that interplay works efficiently and drives revenue outcomes.
This is not a traditional reporting-focused analytics or RevOps role. We are looking for a strategic, systems-oriented operator who can diagnose friction in the funnel, quantify tradeoffs across motions, and recommend structural improvements tied directly to revenue performance.
This is an individual contributor role with high cross-functional influence.
What You’ll OwnHybrid Funnel Ownership & Analysis- Own analysis of the end-to-end customer journey across self-service and sales-assisted funnels
- Identify drop-off points, stalled opportunities, and friction between product-led and sales-assisted motions
- Evaluate assist rates (self-serve → sales and sales → self-serve) and quantify incremental revenue lift from sales involvement
- Analyze activation behavior, product-qualified signals, and usage thresholds that influence conversion
- Quantify the impact of routing logic, qualification criteria, and lead scoring on downstream revenue
- Establish and maintain clear funnel stage definitions across product analytics and CRM systems
- Recommend structural changes to improve conversion rates, velocity, and revenue efficiency
- Determine when prospects should remain self-serve versus be routed to sales based on revenue impact
- Improve time-to-conversion and reduce revenue leakage across both motions
- Analyze pricing tier movement, packaging effectiveness, discounting trends, and upgrade behavior
- Evaluate rep effectiveness in accelerating SMB deal cycles
- Model tradeoffs between self-serve revenue and sales-assisted conversion
- Translate marketing funnel performance into downstream revenue outcomes (not just top-of-funnel metrics)
- Identify acquisition sources, segments, and campaigns that generate high-quality revenue
- Inform marketing investment decisions using conversion, expansion, and retention data
- Partner with Marketing to refine targeting, qualification thresholds, and campaign strategy — while maintaining revenue ownership
- Improve funnel instrumentation and event tracking across product and CRM systems
- Define and standardize core hybrid funnel KPIs tied directly to revenue performance
- Build models that connect acquisition, activation, sales engagement, conversion, and expansion
- Ensure clean attribution, consistent stage definitions, and data integrity across systems
- Partner with Data and Engineering to improve tracking accuracy and reporting reliability
- Run deep-dive analyses on underperforming segments and stalled cohorts
- Surface leading indicators of conversion, expansion, and churn risk
- Forecast revenue impact of proposed funnel or process changes before implementation
- Identify expansion and upsell opportunities within the SMB customer base
- Present clear, revenue-driven recommendations to GTM and executive leadership
- 5–7 years of experience in revenue analytics, growth analytics, product analytics, or funnel optimization
- Experience in a PLG or hybrid PLG + sales environment strongly preferred
- Demonstrated experience analyzing high-volume SMB funnels
- Track record of influencing GTM or revenue process improvements based on data
- Experience working cross-functionally with Sales, Marketing, Product, and Revenue leadership
- Advanced SQL skills and comfort working with event-level product and CRM data
- Experience with product analytics tools (e.g., Mixpanel, Amplitude, Heap)
- Experience with BI and visualization tools (e.g., Looker, Tableau, Mode)
- Strong understanding of SaaS metrics including ARR, MRR, CAC, LTV, retention, and expansion
- Experience evaluating experiments, cohort performance, and funnel conversion trends
- Systems thinker who understands how product, marketing, and sales motions interact
- Revenue-oriented and outcome-driven
- Comfortable operating in ambiguity and challenging existing assumptions
- Able to translate complex analysis into clear, actionable business recommendations
- Strong communicator with executive-level presence
Our hybrid SMB revenue model is one of our highest-leverage growth opportunities. Optimizing how customers move between self-service and sales-assisted paths has a direct impact on revenue performance.
This role will shape how our revenue engine works, not just report on how it performs.
The base wage range for this position based in our New York City Office is targeted at $109,000-$119,900 per year.
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 JustworksJustworks 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.
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Justworks New York, New York, USA Office
Justworks’ new headquarters at 55 Water Street, located in downtown NYC overlooks the East River and Brooklyn Bridge.
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