3.7x
Higher Outreach to close-WON rates
$1M
New Revenue from Actively
+35%
Increase in SDR Attainment
Michael Albo
VP of Sales, Justworks
About Justworks
Justworks is an HR technology platform that provides access to payroll, benefits, HR, and compliance, as well as international hiring, employment, and payments capabilities through its Professional Employer Organization (PEO) and Employer of Record (EOR) services for small businesses.
Outbound is a major revenue driver for Justworks, with 35 SDRs and over 100 AEs self-sourcing deals. To magnify its sellers’ impact, Justworks sought an AI solution to boost their efficiency and effectiveness.
The Challenge
Turn Every Rep into an A Player
Justworks’ sought to improve the seller experience by:
Giving time back through a more efficient research process for relevant prospects
Ensuring ICP alignment by seamlessly analyzing dozens of signals to understand why an account might be a fit
Reducing reliance on high-volume calls that risked low conversion rates
At Justworks’ scale, efficient and personalized outbounding is a prerequisite for success. However, with the company’s rapid growth, account allocations and shifts in territory designations are part of the equation. When a new rep inherited an account, they often missed valuable intelligence uncovered by previous reps—like the timing of competitor contracts expiring noted in Gong calls. Without a unified intelligence layer to surface these insights, timely opportunities were missed.
The solution
Why Justworks Selected Actively
Justworks chose Actively AI because its GTM Superintelligence could learn from its custom CRM instances and disparate data sources like call recording, 3rd party research, intent tools, and internal enablement material.
With these integrations, Actively AI helps Justworks sellers identify best-fit accounts, highlight why they were likely to convert, and suggest how to effectively engage them. Actively AI’s engineering team quickly adapted the platform to Justworks’ specialized data structures so the right data could securely enable Actively’s custom model to support its goals
Key Outcomes and Use Cases
01 — Precise Daily Outbound
Each morning, reps receive a live-updating hitlist in Salesforce and Salesloft showing:
Who to focus on
Why now is the right time
Verified contact information
Recommended relevant messaging
Before using Actively, reps spent their first two hours daily generating lists, digging through Salesforce notes and old Gong calls, or simply adding a bunch of contacts to more generic cadences.
02 — AEs Improving Self-Sourced Close Rates
Actively AI also helps AEs self-source deals more efficiently. Since AEs have limited time for prospecting but need to operate full-cycle to hit quota, Actively AI flags accounts matching Justworks’ evolving best-win patterns. With Actively, AEs can target fewer leads while achieving a 3.7x higher close rate compared to standard outbound efforts.
Impact
3.7x Outreach to Close-Won Rates.
11% of Opps from Top 1%
3.7× higher outreach to close-won rates on Actively AI-sourced contacts
The top 1% of Actively AI-ranked accounts yield 11% of Justworks’ outbound new logo opportunities
Over $1M in closed-won revenue directly from Actively AI in just nine months
Looking Ahead
Extending Actively AI Across Revenue
Justworks is now embedding Actively AI deeper into its SDR and AE onboarding processes. As the company continues to expand its product lines—cross-sell optimization will be a key collaboration with Actively AI.