Director, Sales Operation

Company Details

 

Berkley Accident and Health is a risk management company that designs innovative solutions to address the unique challenges of each client. With our entrepreneurial culture and a strong emphasis on analytics, we can help employers better manage their risk. We offer a broad range of products, including employer stop loss, benefit captives, provider stop loss, HMO reinsurance, and specialty accident. The key to Berkley’s success is our nimble approach to risk – our ability to quickly understand, think through, and devise a plan that addresses each client’s challenges, coupled with the strong backing of a Fortune 500 company. Our parent company, W. R. Berkley Corporation, is one of the largest and best managed property/casualty insurers in the United States.

 

This role will be based in our Marborough, MA office.  We offer a hybrid work schedule with 4 days in the office; and 1 day remote where it makes sense to do so.

#LI-AV1 #LI-HYBRID

The company is an equal opportunity employer. 

 

Responsibilities

The Sales Operations Director owns the execution, optimization, and ongoing management of the operational infrastructure that enables the sales organization to perform on a scale. This role is responsible for ensuring consistency, discipline, and transparency across sales tools, analytics, campaigns, and performance reporting. The position serves as a central operator for sales enablement systems and initiatives, translating business priorities into measurable execution and operational results.

 

The role works in close partnership with sales leadership to increase sales efficiency, improve pipeline and performance visibility, and standardize processes across captive and stop loss sales teams. Additional collaboration with marketing and producer relations teams to execute, improve, and track key campaigns developed in those areas.  The Sales Operations Director will play a critical part in strengthening broker and agency engagement through disciplined execution of enablement, analytics, and compensation-related programs.

 

What you can expect:

• Culture of innovation, teamwork, supportive colleagues and leaders willing to invest in talent
• Internal mobility opportunities 
• Visibility to senior leaders and partnership with cross functional teams
• Opportunity to impact change
• Benefits – competitive compensation, paid time off, comprehensive wellness benefits and programs, employer funded health savings account, profit sharing, 401k, paid parental leave, employee stock purchase plan, tuition assistance and professional continuing education

We'll count on you for:

 

Sales Operations Ownership

• Own the day-to-day operational execution of sales enablement initiatives, tools, and processes that drive productivity and consistency across the sales organization.
• Establish and maintain standardized workflows for sales reporting, campaign tracking, and performance measurement across products, programs, and regions.
• Act as the primary operational point of accountability for sales-related projects, ensuring timelines, deliverables, and outcomes are met.

Analytics, Reporting, and Performance Management

• Own development, maintenance, and distribution of all core sales KPIs, goal reports, campaign dashboards, and performance analytics.
• Analyze sales results, RFP activity, producer performance, regional trends, and product results to identify performance patterns, risks, and growth opportunities.
• Translate data insights into clear reporting for sales leadership to inform decision-making, prioritization, and strategy execution.

 

Sales Systems and Tools Administration

• Serve as the primary administrator and subject matter expert for Salesforce, Sales Navigator, and Benefit Flow, including configuration, data integrity, reporting, and user enablement.
• Own system governance, including user access, process documentation, training materials, and adoption metrics.
• Lead research, analysis, and execution for additional future sales team tools.
• Partner with sales leadership to continuously improve system usage and alignment with sales priorities.

Project and Initiative Execution

• Lead execution of key sales initiatives, including regional market and competitor analysis, sales methodology enhancements, and go-to-market execution efforts.
• Coordinate cross-functional execution with compliance, marketing, underwriting, and operations to ensure timely rollout of sales tools and materials.
• Track perfor