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.

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.