Director of Sales Operations

Why join our team at Definiti? If you enjoy tackling challenges and believe in delivering exceptional client service, Definiti may be perfect for you. You can make a difference by helping to improve and secure many retirements, while also helping to grow a dynamic organization. Most roles are fully remote, so you need to be comfortable using technology, be productive in a home office with a reliable internet connection to stay in touch with your team and deliver high-quality service to our clients. Definiti supports your professional growth through comprehensive training and industry credentials and certifications.

Definiti is a national retirement services company that helps clients manage and administer their retirement plans. We help clients define what's possible and what’s next for their retirement plans.

PURPOSE OF POSITION

The Director of Sales Operations is responsible for leading and optimizing Definiti’s sales infrastructure to support growth in the retirement plan market. This role manages a team of internal wholesalers, focusing on improving processes across sales, finance, and new business implementation. Acting as a key partner to the Head of Sales, the Director will drive sales strategy, enhance revenue performance, and ensure operational efficiency through data analysis and collaboration across teams.

PRIMARY DUTIES AND RESPONSIBILITIES

Sales Team Leadership & Development:

• Lead, coach, and develop a team of internal wholesalers focused on the retirement plan services market.
• Leverage existing retirement plan market knowledge and sales lifecycle to develop and implement activity metrics to ensure sales goals are obtained.
• Oversee the onboarding, training, and development of new sales team members.
• Foster a performance-driven culture with clear goals and professional development opportunities.

Sales Operations & Process Improvement:

• Design, implement, and optimize sales processes, workflows, and best practices across sales, finance, and new business implementation.
• Collaborate with cross-functional teams to ensure seamless coordination and efficiency.
• Lead initiatives to enhance productivity, streamline operations, and reduce friction points  throughout sales cycle.

Data Analysis & Reporting:

• Manage and maintain all sales reporting, analytics, and dashboards to track key metrics.
• Provide timely and actionable insights to the Head of Sales and executive leadership.
• Support sales forecasting, pipeline management, and sales performance reviews.

Marketing & Sales Collaboration:

• Partner with the marketing team to develop impactful sales campaigns and programs.  Drive the execution into the Sales organization, ensuring preparedness to execute with focus and readiness.  
• Measure the effectiveness of marketing initiatives, revenue generated and adjust as needed. 

General Sales Support:

• Provide hands-on support for strategic initiatives, special projects, and executive presentations.
• Manage special pricing requests to ensure P/L targets are achieved.
• Assist with CRM management, including HubSpot, FA databases ensuring data integrity and usability.

COMPETENCIES REQUIRED

• Exceptional communication and interpersonal skills.
• Strong written and verbal communication skills, including technical writing skills.
• Ability to analyze process issues and bottlenecks to make improvements.
• Superior time management skills.
• Demonstrate sound judgment when making decisions and operate with discretion and integrity.

EDUCATION AND QUALIFICATIONS

• High school diploma or GED required
• Bachelor’s degree required.
• 7-10 years of sales operations, data analysis & reporting in the retirement plan services market or financial services industry required.
• Proven track record of leading and managing internal sales operations.
• Solid working knowledge of retirement plan services, sales operations, and implementation.
• Coaching and development of retirement sales teams.
• Previous experience in Business / Systems Analysis.
• Experience in analyzing data to draw business-relevant conclusions with data visualization techniques and tools.
• Proficient working knowledge of CRM and MS tools including Excel.
• Dashboard / KPI development and visualizations to help others understand business performance.
• Basic knowledge in generating process documentation.
• Retirement-specific credentials preferred including current QKA, CPFA, CPFC, CLU, ChFC designation(s) or ability to obtain at least one designation within 12 months of hire.

REMOTE WORKING REQUIREMENTS

As a remote-first company, we have compiled expectations for a successful remote work environment:

• Ability to build rapport with others remotely while working productively with limited in-person interaction
• Have access to a reliable and consistently strong, high-speed internet connection suitable for remote work. A stable, high-speed internet connection is essential for effective communication, collaboration, and productivity while working remotely
• Designate a quiet, and well-lit space free of as many distractions as possible
• Be online and available to work during designated business hours in local time zone
• Accustomed to using Microsoft Teams (or similar virtual-meeting applications) to meet with colleagues regularly on video and use the chat feature for quick communications. We utilize many Microsoft Teams features (such as Channels and file storage) for announcements, relevant conversations, and file sharing. Familiarity with Microsoft Teams is a plus
• Accustomed with file-storage and file-sharing tools such as Microsoft SharePoint

BENEFITS

Definiti has a dynamic, growth-focused culture, and we are committed to offering attractive employee-centric benefits, including:

• A virtual-first work philosophy
• 401(k) with up to 4% match
• Flexible PTO allows you to take the time you need for wellness, vacations, and personal matters. We foster a trusting environment where employees manage their workloads responsibly. Time off doesn’t accrue.
• 10 paid holidays and 2 paid floating holidays
• Paid Parental Leave
• A variety of medical, dental and vision plan options including Definiti subsidized premiums
• Company-paid life insurance and short-term disability insurance
• Bonus plan eligibility