Sales Director

About the Role:

The Director of Sales serves as the primary leader for day-to-day sales floor execution at VetClaims.ai. This role owns pipeline operations, hiring, coaching, performance tracking, and compliance to ensure the sales organization converts predictably and scales without degrading quality. This position is critical to VetClaims.ai’s mission—driving revenue growth, operational efficiency, and a veteran-first advocacy culture across all sales floor activities.

Key Responsibilities

Team Leadership & Capacity Management

• Direct, mentor, and manage Team Leads and frontline sales reps.

• Handle hiring, onboarding, coaching, performance reviews, and succession planning.

• Forecast staffing needs, manage floor schedules, and approve PTO to ensure full operational coverage.

• Foster an accountable, high-performance, veteran-first culture.

Sales Operations & Process Optimization

• Manage the end-to-end sales pipeline from lead qualification through customer handoff.

• Own lead routing strategy, assignment logic, and CRM data hygiene.

• Optimize sales floor workflows, SOPs, and automation in partnership with the Sales Process Engineer.

• Identify and resolve pipeline bottlenecks, scheduling inequities, and operational risks.

Performance Analytics & Financial Operations

• Track conversion rates, speed-to-lead, productivity, and marketing channel ROI.

• Deliver daily, weekly, and quarterly scorecards, forecasts, and executive reports to the CRO.

• Audit and submit biweekly sales payroll, commission calculations, refunds, and self-generated bonuses.

• Collaborate cross-functionally with HR, Finance, Marketing, and Executive Leadership to align revenue targets.
Compliance & Quality Assurance

• Ensure strict adherence to VA regulations, internal compliance standards, and ethical guidelines.

• Enforce script adherence and prohibit outcome-guarantee claims across the sales floor.

• Conduct regular quality audits of call recordings, lead routing, and opportunity workflows.

Qualifications

• 7–10+ years of professional sales experience with a documented track record of meeting or exceeding targets.

• 3–5+ years of direct sales management or leadership experience overseeing Team Leads and sales representatives.

• Bachelor’s degree in Business, Marketing, Communications, or equivalent practical industry experience.

• Deep expertise in sales operations, end-to-end pipeline management, lead routing logic, and CRM hygiene.

• Strong background in sales analytics, KPI tracking, and evaluating marketing acquisition ROI across multiple channels.

• Experience with capacity forecasting, staffing allocation, daily scheduling, and workload management.

• Practical experience managing sales compensation structures, commission auditing, and payroll submission workflows.

• Exceptional cross-functional collaboration skills, with experience interfacing directly with executive leadership.