Director of Sales Operations

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.