Director of Sales

About Employee Navigator

Employee Navigator is a rapidly growing and profitable $100M+ ARR SaaS insurance & HR technology company that works with the nation’s leading insurance carriers, payroll companies & insurance brokers. Our products are designed to make it easier for our customers to manage the complexity of employee benefits & HR including benefits administration, employee onboarding and much more. Employee Navigator is the dominant broker-centric benefits administration and HR platform in the US serving over 200,000 companies.

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.

*Please Note*: This is an Onsite role working out of our Bethesda, MD office 5 days a week.

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.