Vice President of Sales, HRC - Remote (PST)

OneDigital•Remote-California, CA

30d•$200,000 - $250,000•Remote

About The Position

The VP of Sales, HRC West (HRC Sales Leader) is responsible for driving the growth and market presence of OneDigital's Human Resources Consulting (HRC) West Region practice by leading a team of HRC-focused Business Development professionals. This role sits at the intersection of sales leadership and HR domain expertise — championing OneDigital's full suite of HR consulting services, including outsourced and fractional HR, workforce planning, HR compliance, compensation consulting, managed payroll, leave management, and HR technology support. The HRC Sales Leader will coach, develop, and hold accountable an assigned team of Business Development Executives (BDEs). This leader plays a critical role in ensuring annual sales targets are achieved, leading to sustained year-over-year growth.

Requirements

Excellent verbal and written communication skills, with the ability to translate complex HR concepts into compelling business value for employer audiences.
Deep understanding of the HR consulting landscape, including outsourced/fractional HR models, employment compliance, workforce planning, HR technology, and total rewards.
Demonstrated ability to lead, develop, and scale a sales team — with a coaching-first mindset and a track record of developing top performers.
Proven ability to partner across practice areas — including Employee Benefits, Financial Services, P&C, and PEO — to deliver unified, people-first client solutions.
Strong strategic planning skills with the ability to translate organizational goals into actionable team-level sales plans.
Ability to analyze pipeline data, recognize trends, and adjust strategy and coaching approach accordingly.
Highly effective consultative selling knowledge with the ability to coach BDEs in diagnosing client HR needs and connecting them to the right HRC solution.
Strong organizational skills with the ability to manage multiple priorities in a fast-paced, high-growth environment.
Proven track record of leading teams to meet or exceed revenue targets and growth objectives.
Strong problem-solving skills and executive-level presence.
Models and exemplifies the OneDigital Way.
Sales Management or Sales Leadership experience, required.
10+ years of combined HR consulting, sales leadership, and/or business development experience preferred; 7+ years required.
5+ years of sales management or team leadership experience, ideally within HR consulting, HR outsourcing, PEO, benefits brokerage, or related professional services.
Proficiency with Microsoft Office and CRM tools (D365 preferred).

Nice To Haves

Bachelor's degree preferred; HR-related field of study a plus.
PHR, SPHR, SHRM-CP, SHRM-SCP, or other applicable HR professional designation, a plus.
Demonstrated knowledge of HR compliance, employment law, people operations, and HR technology preferred.

Responsibilities

Own the HRC practice's annual growth targets, ensuring the team's collective activity and pipeline supports the organization's new business growth goal.
Leverage OneDigital's integration and partnerships between HRC, Employee Benefits, Financial Services, P&C, and PEO to position comprehensive, unified solutions that address clients' total workforce needs.
Champion a two-way cross-practice convergence culture by actively identifying opportunities to introduce HRC services to clients in EB, Financial Services, P&C, and PEO practices, while equally partnering with those practice leaders to ensure HRC client relationships are leveraged to expand OneDigital's full suite of solutions — driving holistic, integrated outcomes for every client.
Monitor pipeline health, forecast performance, and provide senior leadership with regular reporting on team activity, revenue projections, and market trends using D365 (CRM).
Represent the HRC practice at HR-focused association events, SHRM chapters, and employer roundtables to build brand awareness and thought leadership; seek speaking engagements to position OneDigital as the premier HR consulting partner.
Stay current on HR consulting market trends, employment law, HR technology, and workforce strategy to inform the team's sales approach and competitive positioning.
Recruit, hire, onboard, and develop a team of high-performing BDEs focused on HRC service sales.
Serve as a coach and mentor to the HRC sales team — nurturing each member's mastery of the HRC service portfolio, consultative sales methodology, market knowledge, and professional growth.
Lead weekly team meetings to review pipeline activity, share market intelligence, celebrate wins, and strategically plan for targeted HRC opportunities.
Attend prospect meetings alongside BDEs to model consultative selling best practices, support deal strategy, and reinforce closing skills — without owning the opportunity personally.
Set clear individual and team performance expectations; conduct regular 1:1s, coaching sessions, and performance reviews to hold team members accountable and support their development.
Partner with HRC Regional Leaders and consulting delivery teams to align BDE activity with service capacity, ensuring a seamless and exceptional client onboarding experience.
Collaborate with senior sales and HRC practice leadership to devise and implement innovative go-to-market strategies, refine lead qualification processes, and improve overall sales effectiveness.
Actively recruit HRC-savvy sales talent to scale the team in support of practice growth goals.
Build and maintain strong relationships with practice leaders across Employee Benefits, Financial Services, P&C, and PEO to facilitate a consistent flow of referrals and shared client opportunities in both directions.
Partner with HRC consulting delivery leadership to ensure that sales activity aligns with service delivery capabilities and that client expectations are set appropriately during the sales process.
Work with marketing and HRC practice leadership to develop compelling messaging, sales collateral, and thought leadership content that resonates with employer audiences.
Champion the adoption of OneDigital's internal AI tools and platforms across the West Region HRC sales team — setting clear expectations that AI fluency is a core element of how the team works, not an optional capability.
Leverage AI-enabled tools to enhance personal productivity across key leadership responsibilities, including pipeline forecasting, prospect research, sales content development, competitive analysis, and team performance reporting.
Coach BDEs on the practical, responsible use of AI tools to improve prospecting efficiency, personalize outreach, prepare for client meetings, and accelerate the sales cycle.
Stay current on advancements in AI-driven HR technology and workforce solutions — incorporating relevant developments into the team's go-to-market messaging and client conversations.
Partner with national HRC practice and sales leadership to share West Region best practices for AI adoption and contribute to the ongoing development of OneDigital's AI proficiency standards for the sales community.