Head of Final Expense Sales

About the role

Ethos Life is seeking a strategic sales leader to build and expand our Final Expense sales division. This role involves overseeing multiple sales teams and managers, driving performance, and recruiting top talent. You will shape the operational framework and culture for future success.

Key facts

What you'll do

• Direct the Final Expense Sales organization, managing various teams and ensuring performance targets are met.
• Establish and monitor key performance indicators for sales output, activity levels, efficiency, and quality, cultivating a data-informed performance culture.
• Recruit, train, and develop a high-performing team of licensed agents and managers, fostering career growth and a culture of achievement.
• Create and refine sales playbooks, scripts, and sales approaches specifically for the Final Expense customer.
• Implement coaching programs that include call reviews, observation, certifications, and performance improvement plans for both managers and agents.
• Collaborate with Product and Marketing teams on shared testing and experimentation roadmaps.
• Develop staffing plans with Finance and Marketing to ensure adequate coverage, ramp-up capacity, and productivity.
• Design and adapt compensation structures to align agent and manager incentives with business objectives.

Requirements

• 8 to 12 years of sales leadership experience, including direct management of inside sales teams of 30 or more individuals in a B2C or high-volume direct-to-consumer setting.
• Demonstrated success in owning a sales organization, consistently exceeding revenue goals and scaling a business through team expansion and operational enhancements.
• Experience in designing and managing agent compensation plans, performance management systems, and scalable staffing models.
• Proficiency in forecasting, pipeline management, and modern CRM and telephony systems such as Salesforce or Regal.
• A strong ability to coach and develop talent, with a history of building manager capabilities and creating high-performance team environments.
• Effective cross-functional collaboration skills, using data and customer insights to influence Product, Marketing, and Operations.
• Ability to thrive in a fast-paced, technology-focused environment, demonstrating initiative, ownership, and a builder's mindset.

Nice to have

• Extensive knowledge of final expense, whole life, or related protection products.
• Background in B2C insurance, insurtech, or high-velocity consumer sales.

Skills & tools

• Salesforce
• Regal
• CRM systems
• Telephony systems

Practical notes

• US national base salary range: $119,000 - $210,000.
• Compensation details reflect base salary only; bonus, equity, or benefits are separate.
• Benefits information available at https://www.ethoslife.com/careers/.
• Ethos Life is an equal opportunity employer.
• All legitimate communication from Ethos Life will come from email addresses ending in @ethos.com or @getethos.com.
• Ethos Life will never ask for payment, banking details, or sensitive personal information during the hiring process.