Director, Sales – Agent Revenue

This is a fully remote position, open to applicants in Alabama, +28 more states.

📋 Description

• Oversee daily Sales and Customer Success operations for the ZipQuote and Allstate Lead Marketplace Core teams.

• Provide coaching to individual representatives on pipeline management, conversion strategies, and customer retention initiatives.

• Take ownership of quota achievement and revenue/retention outcomes for ZQ and ALM.

• Collaborate with Learning & Development to create, update, and personally contribute to playbooks, ramp plans, and onboarding processes for new hires.

• Establish and promote team culture along with performance management within the division.

• Manage Revenue per Agent growth, targeting and executing upsell strategies, and overseeing promotional offerings and boundaries.

• Oversee the forecasting relationship with the Finance/RevOps team for the division.

• Collaborate with Agent Marketing on executing campaigns and enhancing inbound conversion.

• Implement a proactive retention strategy and model for intervening with at-risk accounts.

• Handle the transition process for Customer Success/Account Management for the team and associated accounts.

• Elevate significant retention risks and strategic accounts to the VP as necessary.

• Represent the performance of ZQ and ALM in cross-functional planning sessions with Product, RevOps, Finance, and Agent Marketing.

• Oversee daily usage of third-party tools within the Sales/Customer Success technology stack.

• Collaborate with HR on leveling, performance management, and discussions regarding flight risks.

⛳️ Requirements

• Demonstrated experience in directly managing Sales and/or Customer Success representatives in a quota-carrying setting.

• Proven history of achieving revenue and retention goals through direct engagement and coaching.

• Experience in creating or maintaining sales/CS playbooks and onboarding programs.

• Strong skills in people management and performance evaluation.

• Comfort with forecasting, customer growth strategies, and upsell targeting frameworks.

• Ability to work autonomously while aligning with a broader portfolio strategy established above this role.

• Excellent collaboration skills with cross-functional teams including Finance, RevOps, Marketing, and Product.

• Familiarity with CRM, cadence platforms, and sales enablement tools.

• Proficiency in Excel, Google Sheets, Tableau, Looker, or similar business intelligence tools.

• Understanding of Finance/RevOps forecasting tools and processes.

• Previous experience in the insurance, financial services, or another regulated agent/producer channel is advantageous.

• Knowledge of lead distribution or agent marketplace models is a plus.

• Experience in managing structural changes within a CS/Account Management framework is beneficial.

• Prior experience being promoted from an individual contributor or team lead sales position is a plus.

🏝️ Benefits

• Comprehensive health, dental, and vision insurance.

• Generous paid time off and holiday schedule.

• Professional development opportunities and training programs.

• Competitive salary and performance-based bonuses.