Vice President, Sales

Job Description

Job Description

About Armed Forces Benefit Association (AFBA) and 5Star Life

In 1947, AFBA emerged from the basement of the Pentagon to solve a critical need in support of the military. More than 75 years later, our commitment to those who serve and to solving their unique problems remains core to everything we do. Founded to provide military members with a death benefit no one else would, we continue to embrace our mission and deliver benefits tailored to the real-life needs of all who serve today, including active duty, National Guard, and first responders. Providing protection to those who go in harm’s way, we ensure survivor and other benefits are available to all who serve, defend, and protect our great nation, no matter what. 5Star Life Insurance Company was founded in service and carry that mission today by committing to serve those who serve, from underwriting benefits for military and first responder families to providing coverage to the employees that keep our communities running. Our commitment to our communities – rather than the bottom line- drives our business.

We offer a flexible hybrid work environment, allowing you to enjoy the best of both worlds with 3 days in the office and up to 2 days working remotely each week. This position is in Alexandria, VA

About the role:

We are seeking an exceptional VP of Sales to lead our Worksite channel and drive revenue growth. You will be responsible for developing and executing sales strategies, building and scaling high-performing sales teams across multiple regions and segments, and establishing the infrastructure needed to support our growth objectives.

As the VP, Worksite, you will serve as a key member of our team, working directly with the SVP, Chief Distribution Officer, to define strategic direction, evaluate market opportunities, and ensure our sales team delivers exceptional results while maintaining the highest standards of customer experience and team excellence.

This position offers the opportunity to shape the future of the Worksite channel, lead a world-class sales team, and drive strategic initiatives that will define our market position and long-term success in a dynamic, high-growth environment.

Strategic Leadership & Business Growth

• Develop and implement sales strategies aligned with corporate objectives and market trends.
• Collaborate with the Chief Distribution Officer and executive team to define long-term revenue goals and growth initiatives.
• Lead strategic planning processes including annual operating plans, quarterly reviews, and board-level presentations.
• Evaluate market opportunities and customer insights to guide product positioning and go-to-market strategies.
• Drive M&A efforts focused on enhancing sales capabilities and expanding market reach.

Team Leadership & Organizational Development

• Build and lead a high-performing sales team, including Sales Directors and functional specialists.
• Design organizational structures that promote accountability, efficiency, and scalability.
• Champion talent development, succession planning, and leadership pipeline initiatives.
• Foster a results-driven, collaborative, and continuously improving team culture.

Revenue Operations & Performance Optimization

• Own channel revenue targets, growth metrics, and profitability outcomes.
• Optimize sales processes, tools, and methodologies to drive operational excellence.
• Utilize advanced analytics and forecasting to inform strategic decisions.
• Oversee sales compensation, territory planning, and quota allocation.
• Conduct regular performance reviews and implement strategic adjustments as needed.

Market Expansion & Customer Strategy

• Lead expansion into new markets, customer segments, and product categories.
• Develop and manage strategic account programs for key clients.
• Partner with marketing and product teams to enhance customer acquisition and retention.
• Drive pricing strategies and lead complex contract negotiations.
• Represent the company at industry events and in strategic partnership discussions.

The ideal candidate is a strategic sales leader with 12+ years of experience, including senior roles driving growth and leading high-performing teams. They hold a bachelor’s degree in Business or Marketing (MBA preferred), a Life Insurance license, and ideally CEBS certification. Experience in Worksite benefits, enterprise sales cycles, and board-level presentations is highly valued.

Key Strengths:

• Proven success in B2B sales strategy, market expansion, and contract negotiation.
• Strong leadership in building and scaling sales organizations.
• Expertise in CRM systems, sales technology, and performance analytics.
• Exceptional communication, executive presence, and project management skills.
• Ability to develop and manage sales budgets and optimize operations.

Benefits we offer:

• health insurance (medical, dental, and vision)
• flexible spending accounts (medical and dependent care)
• 401k plan with generous employer match
• paid time off
• paid holidays (12)
• life insurance
• short- and long-term disability insurance
• employee assistance program
• professional development & tuition reimbursement
• career growth opportunities
• on-site gym and locker rooms (Alexandria, VA office only)
• friendly, collaborative culture

Qualified people of all races, ethnicities, ages, sex, genders, sexual orientations, national origins, gender identities, marital status, religions, veterans' statuses, disabilities, and any other protected classes are strongly encouraged to apply. As an equal opportunity workplace, we are committed to creating an inclusive environment for all employees. AFBA and 5Star Life Insurance Company endeavors to make reasonable accommodations to the known physical or mental limitations of qualified applicants with a disability unless the accommodation would impose an undue hardship on the operation of our business. If an applicant believes they require such assistance to complete the application or to participate in an interview, or has any questions or concerns, they should contact Human Resources ([email protected]). EEO is the Law (Link to external DOL site). AFBA and 5Star Life Insurance Company is an Equal Opportunity Employer and an E-Verify Employer.