Proven history of achieving sales quotas and developing teams
Experience in HCM or group benefits is highly desirable
Hands-on approach with strong attention to detail
Demonstrated ability to build high-performing teams
Advanced degree or equivalent experience preferred
Responsibilities
Build and lead a high-performing sales team
Identify and address gaps in the sales process
Oversee daily operations of the sales team
Establish strong rhythms for pipeline management and forecasting
Coach sales representatives in consultative selling techniques
Collaborate with cross-functional teams to drive sales strategy
Implement practical changes to enhance team performance
Benefits
Opportunity to work closely with executive leadership
Engagement in strategic planning and execution
Chance to shape the sales culture and processes
Access to professional development and mentorship
Involvement in a rapidly growing company with expansion efforts
Full Job Description
About the Role
Employee Navigator is on the hunt for a driven and strategic Director of Sales to lead from the front to guide a top-tier sales team. In this role, you'll be at the heart of our expansion efforts, working side-by-side with executive leadership and cross-functional teams to hit ambitious sales targets. Success will demand balancing mentorship and strategic planning aimed at driving revenue and accelerating Employee Navigator's market presence.
Here's What You'll Do Day to Day:
Build and lead a sales team: hire strong reps, coach them through real deals, and help them run a full sales cycle on their own.
Identify gaps in the sales motion and build repeatable playbooks, talk tracks, enablement, and processes to improve execution.
Own the day-2-day operations of the sales team and ensure the team is running smoothly and scaling for future growth.
Build strong operating rhythms around pipeline inspection, forecast accuracy, deal reviews, rep coaching, and productivity
Coach reps in consultative selling, underwriting collaboration, and positioning Employee Navigator as a trusted partner. This includes 1:1s, call reviews and coaching debriefs.
Partner with cross-functional teams (Sales, Marketing, Product, etc.) to drive strategy for our broker and integrated partner sales teams.
Drive simple, practical changes that help the team perform better and keep prospective customers happy.
Qualifications:
7+ years of leading a SaaS sales team.
A strong track record of quota achievement and team development.
HCM or group benefits experience is a huge plus.
Hands-on operating style with the ability to inspect details, build process, and move quickly in an ambiguous environment.
Proven track record of building teams that consistently meet or exceed quota.
An advanced degree or equivalent experience preferred.
About Employee Navigator
Employee Navigator is a provider of benefits administration software for brokers, carriers, and employers. The company's cloud-based platform offers a range of tools for managing employee benefits, including enrollment, compliance, and reporting. Employee Navigator's customers include small and mid-sized businesses across a variety of industries. The company was founded in 2008 and is headquartered in Arlington, Virginia.
