Director of Sales & Strategy, Debt Resolution Program (DRP)
POSITION OVERVIEW
The Director of Sales & Strategy, DRP owns the end-to-end P&L and operational execution of our Debt Resolution Program (150+ people, multi-channel sales, revenue operations). You will manage daily sales operations, team performance, and revenue realization across channels. This is an execution-focused leadership role requiring strong operational discipline, team management, and tactical problem-solving.
KEY RESPONSIBILITIES
Operational Execution
Sales Team Management
- Manage Senior Managers/Team Leads reporting to you
- Set and monitor daily, weekly, and monthly sales targets
- Conduct weekly business reviews with team leads on pipeline, conversion, quality, and performance
- Recruit, hire, onboard, and develop sales team members; manage performance and underperformance
- Ensure sales discipline: attendance, call targets, quality standards, customer engagement, team culture
- Conduct performance reviews
Campaign & Lead Management
- Oversee all DRP sales Dialer campaigns
- Define campaign parameters, lead sources, and customer targeting
- Manage lead distribution and assignment across teams using dialer
- Monitor campaign performance
Sales Operations & Process
- Establish and maintain standard operating procedures (SOPs) across all sales functions
- Monitor daily sales dashboards and KPI tracking; ensure reporting accuracy
- Identify and resolve operational bottlenecks (system issues, process gaps, resource constraints)
- Support incentive and rewards programs in coordination with Finance team
- Ensure data quality and integrity in LMS
- Maintain dialer efficiency and technical support for call operations
Performance Management & Culture
- Develop and maintain a high-performance sales culture: accountability, transparency, results-driven mindset
- Recognize and reward top-performers
- Build team morale, engagement, and retention
- Foster collaboration and knowledge-sharing across teams and channels
Strategic Work
DRP Business Strategy
- Analyze unit economics by customer segment, debt load, geography, and sales channel
- Recommend optimization strategies on fee models and channel allocation
- Identify high-value and high-retention customer cohorts; recommend targeted strategies
- Conduct competitive analysis within debt settlement space; benchmark against competitors
- Provide recommendations on growth opportunities, market positioning, and strategic initiatives
Sales & Channel Optimization
- Compare Sales channel performance (conversion, CAC, profitability)
- Identify process improvements to increase conversion rates and reduce customer acquisition costs
- Test and iterate on sales messaging, customer onboarding flow, and sales journey
- Recommend resource allocation between channels based on ROI and profitability analysis
- Develop initiatives to improve channel efficiency and customer outcomes
Cross-Departmental Collaboration
- Work closely with Customer Service team on post-sale outcomes, customer retention, settlement success
- Coordinate with Product team on app/platform improvements and feature requests
- Engage with Technology team on system optimization (Dialer efficiency, LMS improvements, integrations)
- Coordinate with Marketing team on lead optimization in terms of channels, volume and quality
- Collaborate with Finance team on incentive programs, revenue tracking, and cost management
QUALIFICATIONS & EXPERIENCE
Required
- 6-10+ years in sales leadership, team management, or revenue-generating business functions
- 3+ years managing teams of 50+ people or proven P&L accountability and responsibility
- 2-5 years in fintech, lending, debt settlement, or financial services industry
- Proven track record of building and scaling sales teams and improving operational metrics
- Experience with sales technology (CRM, dialer systems, performance dashboards)
- Demonstrated ability to drive results through discipline, accountability, process, and team development
- Excellent communication and leadership skills; ability to influence teams and manage upward
- Analytical mindset with comfort using data and metrics for decision-making
