Sales - DIRECTOR OF SALES - ENTERPRISE

About the Role

The Director of Sales - Enterprise will leverage a deep understanding of employee benefits technology and services to generate leads, build relationships, and close deals in the enterprise market space (7.5k+ employees). This role requires a quick learner with strong negotiating skills and the ability to present products and services compellingly. The ideal candidate will be organized, personable, and professional, often leading complex presentations and coordinating sales support teams.

Responsibilities

• Accountable for achieving Annual Recurring Revenue (ARR) sales goals.
• Exceed annual ARR targets through sales strategy execution, sourcing new customers, and maintaining long-term relationships with channel partners.
• Represent the company’s products and services with a comprehensive understanding of their features and benefits.
• Educate influencers and employers on Empyrean’s products and service delivery using effective techniques.
• Engage channel partners (brokers, consultants, advisers, carriers) to build relationships and generate qualified leads.
• Engage employers directly to cultivate relationships and identify qualified leads.
• Prepare action plans and schedules to target specific prospects and generate pipeline opportunities.
• Build and maintain a valid, qualified pipeline to exceed sales expectations.
• Track activities and opportunities precisely using company tools and defined processes.
• Develop and implement territory action plans through data analysis, adjusting sales techniques based on results.
• Follow up on new leads and referrals from marketing activities.
• Execute a consultative sales strategy, crafting and presenting client offers.
• Assess prospect needs and follow a defined selling process, including product demos and presentations.
• Partner with sales leadership, transition teams, and support resources to develop and own deal strategies.
• Collaborate with sales support, marketing, product, and operations teams to foster teamwork and trust.
• Work with aligned client teams to ensure mutual understanding and delivery of opportunities.
• Perform other duties as assigned.

Requirements

• Proven ability to develop and deliver presentations.
• Experience developing and maintaining a business development territory, including prospecting.
• Proven ability to execute a thorough sales discovery process.
• Strong negotiation and closing skills.
• Excellent interpersonal and communication skills.

Qualifications

• Bachelor’s degree preferred but not required; equivalent experience in sales, business analytics, management information systems, human resources, benefits administration, or related fields may substitute.
• 5+ years of experience selling technology and services to Enterprise clients (7.5k+ employees).
• Proven experience building and developing client relationships with brokers, consultants, and employers.
• Relationship-building experience is essential.
• Channel sales experience preferred.
• Experience selling HCM, payroll, health and welfare benefits, or benefit administration services is a plus.
• Up to 50% travel required.