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Higginbotham · 1 day ago

Vice President of Sales Operations

Lehi, UT

Full-time

Onsite

Senior Level, Lead/Staff

10+ years exp

Higginbotham is a leading firm in the insurance sector, and they are seeking a Vice President of Sales Operations to drive top-line growth through effective sales strategies and team management. The role involves building a high-performing sales team, aligning cross-functional efforts, and ensuring robust sales processes to optimize performance and conversion.

Insurance

Culture & Values

Responsibilities

Leads and manages Producers, Brokers, BDRs, SDRs, and Sales Operations personnel

Oversee hiring, onboarding, coaching, and ongoing performance management

Ensures adherence to sales processes, operating cadence, activity expectations, and KPI accountability

Provides coaching to reinforce high-activity and high-quality phone-based selling

Define the sales vision, targets, segmentation strategy, lead distribution, and performance incentives aligned to program objectives and carrier commitments

Collaborate with executive leadership on compensation structures balancing fixed performance bonuses and MBOs

Implement and enforce a disciplined operating cadence, pipeline reviews, forecasts, QBRs, and annual planning

Align cross-functional teams (Program Management, Underwriting, Service/Operations) for cohesive go-to-market execution

Build and refine sales scripts, objection-handling frameworks, discovery processes, and closing techniques

Institutionalize phone-first prospecting through daily dial goals, voicemail/SMS frameworks, rapid lead response SLAs, and time-to-quote targets

Promote short-cycle consultative selling, including immediate qualification, defined quote paths, bundling/cross-sell prompts, and decisive next steps

Partner with Marketing to develop battlecards, one-pagers, and competitive reference materials

Co-own the full funnel with Marketing Automation Engineering (MAE) and Digital Marketing, including lead scoring, routing, UTMs, speed-to-lead, and conversion processes

Maintain CRM data integrity across Salesforce and Zoho

Conduct funnel diagnostics and execute split tests to optimize conversion

Publish weekly cohort and campaign performance reports and drive pipeline grooming

Own forecasting and quota management; communicate risk, upside, and capacity planning scenarios

Lead QBRs and recurring sales performance meetings

Standardize executive and carrier dashboards for written premium, retention, hit/bind ratios, cycle time, and productivity metrics

Co-manage events with Marketing: show selection, budgets, pre-show outreach, on-site scripting and staffing, lead capture methods, and post-show follow-up SLAs

Provide teams with playbooks, talk tracks, checklists, and objection matrices tailored to each program and audience

Partner with Compliance/Operations to ensure adherence to licensing requirements, surplus lines rules, TCPA guidelines, SMS/email consent procedures, and documentation standards

Monitor sales quality, including disclosure accuracy, E&O safeguards, and clean handoffs

Support Program Management with business cases, program launches, and carrier presentations, providing voice-of-customer insights and early pipeline validation

Participate in partner and prospect meetings; contribute to multi-year growth planning across carriers, channels, and affinity groups

Daily: Structured call blocks, morning stand-ups, real-time call coaching, SLA and speed-to-lead monitoring, and rapid issue resolution

Weekly: Performance reviews, cohort and conversion analysis, and coordinated funnel/campaign tune-ups with Marketing Automation and Digital teams

Monthly: performance review, cohort analysis, campaign/funnel tune-ups with MAE/Digital

Quarterly: Internal and partner QBRs, territory and quota recalibration, enablement refresh cycles, and assessment of strategic initiatives

Annually: Comprehensive business planning, compensation and territory design, headcount/hiring roadmap development, and multi-program growth planning

Qualification

Sales LeadershipPipeline ManagementFunnel OptimizationCRM ProficiencyBusiness DevelopmentStrategic PlanningKPI ManagementCross-Functional CollaborationCoaching SkillsAnalytical SkillsCommunication SkillsTeam ManagementProblem-Solving SkillsAdaptability