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 you know 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.

1. Strategic Planning & Process Optimization

• Sales Process Design: Evaluate and enhance eMed's current B2B sales process and ensure it is set up to effectively handle the complexities inherent in selling health solutions to major employers and health plans. Define stages from "Broker Introduction" to "Closed-Won / Implementation."
• Channel Management: Design operational workflows specifically for indirect sales channels, ensuring we can track and attribute revenue generated through broker and consultant partners (e.g. Aon, Lockton, Mercer, WTW, etc).
• Sales & Quota Planning: Analyze market data to build equitable sales area responsibilities and recommend new incentive compensation plans that align with company revenue targets.

2. Salesforce Architecture & Tech Stack

• System Ownership: Serve as the primary owner of Salesforce CRM. You will not just maintain it; you will re-engineer it to support a complex B2B healthcare benefit sale.
• Customization: Build custom objects and workflows to track broker relationships, parent-child account hierarchies (Carriers vs. ASO groups), and RFP cycles.
• Integration: Oversee the integration of the sales stack (e.g., ZoomInfo, LinkedIn Sales Navigator, Outreach, DocuSign) to ensure seamless data flow.

3. Analytics, Forecasting & Reporting

• The Source of Truth: Own the sales forecast. conducting weekly pipeline reviews with sales leadership to ensure accuracy and predictability.
• Broker Analytics: create dashboards that specifically track "Broker Efficacy"—identifying which brokerage firms and specific consultants are driving the most pipeline and revenue.
• KPI Tracking: Monitor key metrics including CAC, LTV, Sales Cycle Length, Win Rates by Channel, and Pipeline Coverage.

4. Cross-Functional Collaboration

• Deal Desk Management: Partner with Legal and Finance to streamline the contracting process 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.

Required Experience:

• 7+ years of progressive experience in Sales Operations, Revenue Operations, or Business Operations.
• National Benefits Broker Experience (Critical): You 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. You understand the "Consultant-Client" dynamic intimately.
• Salesforce Expert: Advanced proficiency in Salesforce is non-negotiable (Salesforce Administrator certification preferred). You must have experience configuring Salesforce for complex B2B sales cycles.
• B2B Healthcare Knowledge: Deep understanding of the US healthcare landscape, specificall