Director of Inside Sales

Job Description

Job Description

Role Overview:

The Director of Inside Sales is a full-time position that is responsible for leading, coaching, and scaling high performing Inside Sales and Sales Support teams to consistently achieve revenue targets. This role partners closely with the Sales VP’s to execute sales strategy, optimize pipeline performance, and drive predictable growth through disciplined sales execution, data-driven management, and strong cross-functional collaboration.

What You'll Do:

Sales Leadership & Execution

• Lead, coach, and develop a team of Inside Sales Representatives to achieve and exceed individual and team sales targets.
• Translate overall strategy into clear, measurable goals, playbooks, and daily execution plans for the Inside Sales team and Sales Support team.
• Own team forecasting accuracy, pipeline health, and quota attainment.
• Ensure client and broker prospects are responded to in a timely manner and ensure outstanding questions and requests are tracked.
• Support hiring, onboarding, and ramping of new Inside Sales team members.
• Build a strong team culture focused on accountability, continuous improvement, and results.

Performance Management

• Establish and monitor KPIs including activity levels, conversion rates, pipeline velocity, and close rates.
• Conduct regular 1:1s, pipeline reviews, call coaching, and performance evaluations with Inside Sales Representatives and Sales Support Specialists.
• Address performance gaps promptly through coaching, training, or corrective action.

Process & Optimization

• Continuously improve inside sales processes, scripts, and cadences to increase efficiency and conversion.
• Partner with internal teams to optimize CRM usage, reporting, and data quality.
• Identify and implement best practices, tools, and enablement resources.

Cross-Functional Collaboration

• Work closely with Marketing to align on lead quality, handoffs, and campaign follow-up.
• Partner with Field Sales, SST’s and CBS to ensure seamless customer experience and effective deal transitions.
• Provide feedback to leadership on market trends, customer needs, and competitive insights.
• Act as the liaison between the Inside Sales and Underwriting teams to facilitate clean new opportunity submissions and ensure accurate formatting and delivery of new business and renewal proposals.

Miscellaneous

• Complete projects, as assigned, including reports, data entry and auditing, prospect mailings, etc.
• Such other duties as assigned to assist the department or organization

What You'll Bring:

• 3-5+ years of inside sales experience, with at least 2 years in a sales leadership or management role. Experience scaling or building an Inside Sales team preferred.
• Producers license or ability to obtain a Producers license within six months of employment.
• Proven track record of meeting or exceeding sales targets in a high-volume or transactional sales environment.
• Strong coaching, communication, and performance management skills.
• Experience using CRM systems (Salesforce preferred) and sales analytics to drive decisions.
• Ability to motivate teams, manage change, and operate in a fast-paced environment.
• Must be proficient in all Microsoft Office applications
• Experience in the insurance industry preferred.
• Excellent verbal and written communication skills required. Must have a good command of the English language (oral and written).
• A professional appearance and telephone manner is essential.
• Must be able to work in a fast-paced environment with demonstrated ability to handle multiple tasks.
• Ability to deal with difficult people and problems.
• Able to work well in a team environment and with a diverse group of people.

FOR INTERNAL POSTINGS ONLY: Internal candidates must be employed in their current Armada role for 6 months to be eligible to apply for an opening.

Salary Information:

In accordance with Maryland's Equal Pay for Equal Work Act, we are committed to providing transparent wage information for all posted job opportunities. The wage range for this position is $115,000 - $125,000 per year plus commission. Compensation is determined based on factors such as experience, qualifications, and internal equity.

Benefits:

• Medical, dental, and vision insurance

• Employer-sponsored Health Savings Account or Employer-paid enrollment in an Armada supplemental insurance plan

• Flexible Spending Accounts (health and dependent care)

• Employer-paid life insurance

• Employer-paid long-term disability insurance

• Short-term disability insurance

• 401(k) retirement plan with employer match

• Paid time off

• Eleven paid holidays per year

• Free access to onsite gym at Hunt Valley office location

• Free Patient to Physician matching service

• Free Travel Assistance program

• Employee assistance program (EAP)

• Employee referral bonus program - earn up to $1500 per hire

• Professional development opportunities

• Voluntary benefits and discount programs

• Hybrid work environment (Tuesday - Thursday in office)

• Company events

• Employer-sponsored philanthropy initiatives

Armada follows a hybrid work structure where employees work in-office three days per week (Tuesday - Thursday) and remotely for the remaining two.