Director of Sales Strategy and Operations
Job description
Director of Sales Strategy and Operations
About the role
Ethos is seeking a strategic and execution-focused leader to guide the sales strategy and operational framework for our consumer-facing teams. This role will oversee a team of specialists responsible for scaling revenue generation and implementing new strategic initiatives. You will collaborate closely with sales, customer experience, product, and finance leaders to optimize the systems, data, and processes that fuel growth and operational excellence.
Key facts
What you'll do
Develop and implement the sales roadmap for the consumer go-to-market organization, ensuring alignment with company objectives and revenue targets.
Build, manage, and mentor a remote team of strategy, operations, and data analysts.
Act as a key strategic advisor to consumer sales leadership, providing essential data and operational support for informed decision-making.
Represent the sales function in cross-departmental leadership discussions, influencing product development and operational priorities.
Lead strategic projects from conception to completion, aimed at achieving quarterly revenue goals.
Assess, test, and integrate new sales tools and outreach methods.
Identify and resolve structural deficiencies within existing tools and operational procedures.
Manage the entire sales technology stack, including dashboards, reporting, dialers, outreach tools, and conversational intelligence platforms.
Establish and refine scalable standard operating procedures across revenue functions, promoting adoption throughout the go-to-market organization.
Partner with engineering and product teams to define, prioritize, and conduct experiments for sales efficiency improvements.
Requirements
A minimum of 8 years of experience in sales strategy, revenue operations, sales operations, or a related discipline.
At least 4 years of experience leading or significantly impacting a B2C or D2C revenue function.
A minimum of 3 years of experience managing people, including developing analysts and senior individual contributors.
Previous experience in a fast-paced, high-growth startup or scale-up environment.
Demonstrated ability to translate complex business requirements into functional specifications for CRM and sales enablement tools.
A systems-oriented mindset with the capacity to design and coordinate workflows for high-volume B2C sales environments.
Practical experience applying artificial intelligence tools to revenue operations workflows and analytics, including analysis, automation, agent productivity, or decision support.
Strong analytical capabilities, with proficiency in SQL and Excel/Sheets.
Exceptional written and verbal communication skills, with the ability to present to and influence C-suite and VP-level stakeholders.
Proficient project management skills, with the ability to evaluate, re-prioritize, and deliver on ambitious timelines in a dynamic setting.
A commitment to high data quality and operational rigor.
Nice to have
An MBA or equivalent advanced degree.
Experience working directly with engineering teams on system integrations.
Background in life insurance, fintech, or other regulated B2C industries.
Skills & tools
CRM
Sales Enablement Tools
SQL
Excel/Sheets
BI Tools
Practical notes
US national base salary range: $162,000 - $287,000. Compensation is determined by role, level, and location. The listed range represents the target for new hires across all US locations. Individual pay is influenced by work location and other factors like skills, experience, and education. This compensation detail reflects base salary only and does not include bonus, equity, or benefits. For US benefits details, visit https://www.ethoslife.com/careers/.