Director, Marketplace Partnerships
Justworks
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.
If this sounds like you, you’ll fit right in.
Who You Are
You are a strategic, entrepreneurial leader with deep experience building partner ecosystems, marketplaces, or platform partnerships from the ground up. You thrive in fast-paced, high-growth environments and excel at connecting product, go-to-market, and partner needs into a cohesive strategy. You have a strong commercial mindset, know how to monetize partner integrations, and understand what it takes to build a scalable marketplace that drives adoption and customer value.
You are both a builder and a leader — capable of shaping long-term marketplace strategy while also rolling up your sleeves to source partners, negotiate deals, and operationalize new motions. You communicate clearly, collaborate cross-functionally, and bring a player/coach approach to building and developing a high-performing team.
As the Director of Marketplace Partnerships, you will co-develop and launch Justworks’ partner marketplace while also overseeing the strategy, performance, and roadmap of existing marketplace partners. You will work closely with Product to shape integration priorities, with Sales and Customer Success to build co-selling motions, and with Marketing to bring marketplace offerings to life. You will own the monetization strategy, partner lifecycle, and team responsible for delivering a world-class partner ecosystem.
Your Success Profile
What You Will Work On
- Co-build and launch Justworks’ partner marketplace in partnership with Product, Sales, Marketing, and Customer Success.
- Define and own the marketplace vision, strategy, and operating model, including integration prioritization, partner segmentation, and ecosystem positioning.
- Monetize marketplace partnerships through pricing models, revenue-share frameworks, value-exchange structures, and commercial agreements.
- Lead, mentor, and scale the team responsible for marketplace partner management, strategy, and day-to-day operations.
- Source, negotiate, and activate new marketplace partners aligned with customer needs and product roadmap priorities.
- Manage the partner lifecycle, including onboarding, enablement, integration success, and ongoing performance management.
- Drive ecosystem engagement by collaborating closely with Product on integration design, GTM requirements, and marketplace capabilities.
- Enable Sales and Customer Success teams to co-sell effectively through training, enablement materials, and repeatable partner workflows.
- Partner with Marketing on co-marketing campaigns, marketplace launches, and customer/partner communications.
- Use data and insights to track marketplace performance, inform marketplace roadmap decisions, and drive continuous optimization.
- Represent Justworks at industry events and partner forums.
- Perform other related duties as assigned.
How You Will Do Your Work
As Director of Marketplace Partnerships, how results are achieved is as important as the outcomes themselves. Your success is grounded in the following competencies:
Core Competencies
- Good Judgement – You evaluate complex partner, product, and commercial decisions thoughtfully and make clear, well-reasoned recommendations.
- Detail-Oriented – You operate with precision, building structured, scalable marketplace processes, documentation, and partner frameworks.
- Product & GTM Acumen – You understand how APIs, integrations, and platform capabilities connect to customer value and go-to-market motions.
- Results-Driven – You deliver measurable marketplace growth, partner engagement, and monetization outcomes while driving team accountability.
- Clear Communication – You effectively articulate marketplace strategy, partner value, and GTM motions across internal and external stakeholders.
Qualifications
Minimum Qualifications
- 10+ years of experience in Marketplace Partnerships, Platform Partnerships, Product Partnerships, Business Development, or related roles.
- Demonstrated experience building or scaling marketplace or ecosystem programs from the ground up.
- Strong understanding of product integrations, APIs, and partner enablement workflows.
- Experience managing and developing high-performing teams.
- Strong commercial, negotiation, and monetization experience.
- Proven track record working cross-functionally with Product, Sales, Marketing, and Engineering.
- Excellent communication and presentation skills.
- Experience operating in fast-paced, data-driven, high-growth tech or SaaS environments.
Preferred Qualifications
- Experience in B2B SaaS, HR tech, benefits, FinTech, or adjacent industries.
- Familiarity with platform business models, marketplace monetization models, or ecosystem design.
- Working knowledge of Salesforce and partner management systems.
- Exposure to technical concepts or comfort working with APIs, integration requirements, or solution architectures.
This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at $198,000 - $237,600 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 accommodations@justworks.com. Your comfort and success matter to us, and we're here to ensure an inclusive experience.