Director of Inside Sales

Honeycomb Insurance•Sacramento, CA

3d•$110,000 - $130,000•Hybrid

About The Position

As the Director of Inside Sales at Honeycomb, you will have the unique opportunity to build Honeycomb’s first natively remote revenue function from the group up. Your ownership impact will include the direct revenue growth of thousands of agencies as well as bottom funnel success across our entire producer distribution channel. We have historically scaled growth through a field sales model comprised of in-market sales managers who are supported by remote account executives. The first goal of our Director of Inside Sales is to consolidate the existing team of (remote) account executives who currently report to both East and West Region Sales Directors into a more efficient, effective, and consistent inside sales function. The second goal of our Director of Inside Sales is to design and lead an entirely new go-to-market motion: Scaling Honeycomb’s ‘Self Service’ agency tier. Prior to 2026 these agencies – whose annual revenue ranges from $25,000 to $0 - were inefficiently managed by our field sales managers. In 2026 we consolidated nearly 1,000 high-potential but less-engaged agencies into a pool ripe for lift. In this testbed for innovation you’ll own one of Honeycomb’s most important growth initiatives. Due to the varied goals of this team, the ideal candidate posses a unique and broad skill set. Effectively consolidating and managing the existing team of Account Executives requires a keen sense of sales process optimization, mastery of go-to-market KPIs, and an ability to reap efficiencies from a functional that is largely established. Standing up our first ‘Self Service’ team of remote Sales Managers requires an innovative mindset that spans creative marketing, rapid iteration, and a willingness to blaze a new trail. You’ll ultimately have authority over budget, hiring, compensation design, and a strategic voice as a key, new member of our Sales Leadership team. If you’re a sales leader who thrives on building teams, testing new models, and owning outcomes end-to-end - and want to materially shape a company’s growth - this role was built for you!

Requirements

5-7 years of experience leading enterprise and/or partner sales in insurance, financial services, or B2B SaaS
Established track record of exceeding growth targets, with emphasis on transactional SMB clients
Demonstrated excellence driving customers through the full digital B2B product journey (implementation, product education, upselling, technical support, billing, etc.)
Comfort and aptitude rolling up your sleeves as a hands-on coach, identifying opportunities to improve performance while rewarding desired behavior through shadowing and role playing
Ability to thrive in a startup environment - effectively adapting to changes, collaborative problem solving, excellent follow-through and collaboration, positive can-do attitude
Demonstrated intellectual curiosity - eager to learn constantly, bring authentic self to work and ready to embrace diverse ways of thinking and working
Hybrid Availability: Must be able to work from one of our offices three days per week (Tuesday through Thursday) in Chicago, Roseville, or Austin

Nice To Haves

Experience within the insurance industry, particularly working with agents/brokers of commercial Property & Casualty and real estate insurance product offerings, is helpful but not required
Travel up to 10% of the time

Responsibilities

Manage remote teams of both Account Executives and ‘Self Service’ Sales Managers
Design and implement agency prioritization, engagement, coaching, and incentive strategies that manage underperforming ‘Self Serve’ agencies to exceed Gross Written Premium (GWP) growth targets
Optimize the legacy Account Executive playbook to yield improved qualification coverage and ultimately higher bind rates
Collaborate with VP Sales and to establish – and crush – growth targets, experimenting with variable compensation structures to motivate internal team members and external stakeholders
Co-define what success for you and your team looks like over defined operating periods: Meaningful GWP lift from long-tail agencies, repeatable Self Service ‘graduation’ motion, improved bind rates due to Account Executive effectiveness, and more! These will directly align this robust variable sales compensation earnings
Collaborate with cross-functional leaders including the Head of Revenue Operations (automate processes, craft reporting suites, and design reusable enablement materials), Marketing (communication campaigns, enablement webinars, partner-facing communications, and Product (turn feedback from Partners as to how our technology platform and insurance coverages can better meet their needs and turn them into reality)