Candidates MUST be local to the Atlanta, GA or Hartford, CT area and MUST have Insurance or Financial services industry experience. P&C sector insurance is HIGHLY preferred. No C2C, OPT, Visa consideration.
Director of Sales Operations
Overview
The Director of Sales Operations is responsible for architecting and enabling a world-class sales capability. This role is a catalyst for sales transformation, driving the adoption of best-in-class processes, technology, and culture to unlock growth across all insurance products and channels. The Director will champion a healthy, high-performance sales culture—fostering collaboration, innovation, and continuous improvement—while ensuring that Operations and Underwriting are fully integrated partners in the sales journey.
Key Responsibilities
- Design and implement a scalable, future-ready sales operations framework that empowers teams to exceed targets and deliver exceptional customer outcomes.
- Lead the creation and reinforcement of a healthy, inclusive, and high-performance sales culture
- Drive end-to-end sales transformation initiatives, from process redesign to technology adoption, ensuring alignment with business strategy and market opportunity.
- Forge strong partnerships with Operations and Underwriting to co-create sales strategies, optimize risk selection, and deliver seamless customer experiences across all channels.
- Equip sales teams with the tools, insights, and training needed to maximize productivity and effectiveness, including best-in-class CRM, analytics, and automation.
- Benchmark against industry leaders, pilot new approaches, and embed continuous improvement to keep the company at the forefront of sales excellence.
- Inspire, mentor, and develop a high-performing sales operations team; influence stakeholders at all levels to drive change and adoption.
Collaboration & Stakeholder Engagement
- Operations: Partner to streamline processes, ensure operational readiness for new sales initiatives, and drive continuous improvement.
- Underwriting: Collaborate to align on product offerings, risk appetite, and equip sales teams with up-to-date underwriting guidelines.
- IT & Product: Co-lead CRM, sales enablement, and automation tool implementations.
- Finance: Align on revenue forecasting, pipeline management, and compensation structures.
- Sales Leadership & Field Teams: Enable teams with tools, insights, and training to maximize performance.
- Compliance & Risk: Ensure all sales operations adhere to regulatory and internal standards.
Technical Capabilities
- Deep expertise in CRM and sales enablement platforms (Salesforce, Dynamics 365, Zoho, or equivalent).
- Strong knowledge of pipeline management, forecasting, territory planning, and sales compensation structures.
- Proficiency with cloud-based CRM systems, ERP integrations, and data analytics tools (SQL, Power BI, Tableau).
- Experience with automation/RPA tools (UiPath, Automation Anywhere) and Agile delivery.
Qualifications
- Bachelor’s degree in Business, Finance, Marketing, or IT; advanced degree preferred.
- 10+ years in sales or revenue operations, with at least 5+ years in insurance or financial services.
- Proven experience in sales transformation, scaling operations, and building high-performance cultures.
- Strong leadership, change management, and stakeholder engagement skills.
- Must Have - Experience in business/commercial insurance sales operations.
Preferred Skills
- Expertise in end-to-end transformation projects and building sales processes from scratch.
- Hands-on knowledge of insurance policy administration systems and sales integrations.
- Skilled in SQL, Power BI, Tableau, or similar tools for sales reporting and analytics.
- Experience with automation/RPA tools for operational efficiency.
- Familiarity with Agile project delivery and CRM implementation methodology.
- Ability to lead cross-functional teams and influence stakeholders at all levels.
