Director of Sales Operations

Director of Sales Operations (B2B) Location: Miami, FL The Role We are seeking a data-driven, process-obsessed Director of Sales Operations to lead the infrastructure, analytics, and strategy for our B2B sales organization. You are not just a Salesforce administrator; you are a strategic architect. You understand the complex ecosystem of employee benefits, ideally having run operations inside a national broker. You know how brokers, consultants, and carriers interact, and how to build a sales process that navigates complex RFI/RFP cycles and enrollment seasons. You will own the tech stack, the forecast, and the operational cadence that drives our revenue growth. Key Responsibilities Strategic Planning & Process Optimization Sales Process Design: Evaluate and enhance eMed's current B2B sales process, ensuring it can handle the complexities of selling health solutions to major employers and health plans. Define stages from "Broker Introduction" to "Closed-Won / Implementation." Channel Management: Design operational workflows for indirect sales channels, ensuring we can track and attribute revenue from broker and consultant partners (e.g., Aon, Lockton, Mercer, WTW). Sales & Quota Planning: Analyze market data to build equitable sales area responsibilities and recommend new incentive compensation plans that align with company revenue targets. Salesforce Architecture & Tech Stack System Ownership: Serve as primary owner of Salesforce CRM, re-engineering it for complex B2B healthcare benefit sales. Customization: Build custom objects and workflows to track broker relationships, parent-child account hierarchies (Carriers vs. ASO groups), and RFP cycles. Integration: Oversee integration of sales stack (ZoomInfo, LinkedIn Sales Navigator, Outreach, DocuSign) to ensure seamless data flow. Analytics, Forecasting & Reporting The Source of Truth: Own the sales forecast; conduct weekly pipeline reviews with sales leadership to ensure accuracy and predictability. Broker Analytics: Create dashboards that track "Broker Efficacy," identifying which brokerage firms and consultants drive the most pipeline and revenue. KPI Tracking: Monitor key metrics including CAC, LTV, Sales Cycle Length, Win Rates by Channel, and Pipeline Coverage. Cross-Functional Collaboration Deal Desk Management: Partner with Legal and Finance to streamline contracting for complex B2B deals, managing non-standard terms and pricing approvals. Marketing Alignment: Collaborate with B2B Marketing to ensure lead scoring models, attribution, and hand-off processes are optimized for high-value employer leads. Qualifications Required Experience: 7+ years of progressive experience in Sales Operations, Revenue Operations, or Business Operations. National Benefits Broker Experience (Critical): Must have previous experience running sales operations or a similar strategic function at a national benefits consulting firm (e.g., Marsh McLennan, WTW, Gallagher, HUB International) or a major health carrier, understanding the "Consultant-Client" dynamic intimately. Salesforce Expert: Advanced proficiency, Salesforce Administrator certification preferred, experience configuring Salesforce for complex B2B sales cycles. B2B Healthcare Knowledge: Deep understanding of the US healthcare landscape, specifically how self-insured employers purchase health benefits. Skills & Competencies: Analytical Rigor: Expert-level Excel/Google Sheets skills; BI tools (Tableau, Looker, PowerBI) is a strong plus. Process Architecture: Ability to map complex workflows and translate them into enforceable system requirements. Communication: Ability to translate complex data into actionable insights for C-Level executives and Board members. Why Join eMed? Impact: Work on a solution that actually saves lives and reduces healthcare costs for millions of employees. Growth: Join a high-growth company at a pivotal scaling point in the B2B market. Culture: Collaborative, fast-paced, and mission-driven environment. Benefits Health Care Plan (Medical, Dental & Vision) Retirement Plan (401k with Company Match) Life Insurance (Basic, Voluntary & AD&D) Paid Time Off Short Term & Long Term Disability Training & Development Catered Breakfast & Lunch Daily, Snacks Wellness Resources #J-18808-Ljbffr eMed LLC.