Sales Analyst, Funnel & Revenue Optimization

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. About the Role 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 Own Hybrid 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 Revenue Motion Optimization 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 Revenue-Focused Marketing Partnership 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 Process, Systems Instrumentation 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 Strategic Insights Forecasting Run deep-dive analyses on underperforming segments and stalled cohorts Surface ... (truncated, view full listing at source)