Director of Sales Strategy and Operations

About this role

<div class="content-intro"><h3><strong>About Ethos</strong></h3> <p>Ethos is a leading life insurance technology company on a mission to protect families by democratizing access to life insurance and empowering agents at scale. With its robust three-sided technology platform, Ethos is transforming the life insurance experience for consumers, agents, and carriers alike. Ethos offers instant, accessible products and a seamless online process that requires no medical exams and just a few health questions; it eliminates traditional barriers, making it easier than ever for everyone to protect their families. Ethos is redefining how life insurance is bought, sold, and underwritten.</p></div><p><strong>About the Role</strong></p> <p>Ethos is looking for a strategic, execution-oriented leader to serve as Director of Sales Strategy and Operations. In this role, you will own the strategic planning and operational execution across our B2C go-to-market teams. You will be responsible for managing a team of Operations and Analytics specialists to scale our revenue engine and launch new strategic initiatives . This role will partner directly with Sales Managers, CX, Product, and Finance leadership, and be accountable for the systems, data, and processes that drive revenue growth and operational excellence across the consumer business.</p> <p>This is a high-leverage role for a leader who can operate at both the strategic and tactical level. The right candidate will be comfortable presenting to executives, architecting new sales motions and workflows, while having the ability to roll up their sleeves to diagnose funnel problems.</p> <p><strong>Duties and Responsibilities:</strong></p> <p><strong>Strategy & Leadership</strong></p> <ul> <li>Define and execute the Sales roadmap for the Consumer GTM organization, aligned to company OKRs and revenue targets</li> <li>Build, lead, and develop a remote team of Strategy, Operations, and Data Analysts </li> <li>Serve as a key strategic partner to Consumer Sales leadership, providing the data and operational infrastructure needed to make confident, high-velocity decisions</li> <li>Represent Sales in cross-functional leadership forums; influence product roadmap and business operations priorities</li> </ul> <p><strong>Growth & Scalability</strong></p> <ul> <li>Lead end-to-end strategic initiatives aligned with quarterly revenue goals; drive projects from scoping through implementation and measurement</li> <li>Evaluate, pilot, and integrate new sales tools and outreach motions</li> <li>Identify structural gaps in our tools and operations and solve them</li> </ul> <p><strong>Systems & Process Ownership</strong></p> <ul> <li>Own the sales technology stack end-to-end; including Dashboards / Reporting, Dialer and outreach cadencing, Conversational Intelligence tools, among others</li> <li>Design and implement scalable standard operating procedures across Revenue functions; drive adoption and compliance across the GTM org</li> <li>Partner with Engineering and Product to scope, prioritize, and run experiments on process improvements to increase Sales efficiency</li> </ul> <p><strong>Qualifications and Skills:</strong></p> <p><strong>Experience</strong></p> <ul> <li>8+ years of overall experience in Sales Strategy, Revenue Operations, Sales Operations or a related field </li> <li>4+ years leading or significantly influencing a B2C or D2C revenue function</li> <li>3+ years of people management experience, including developing analysts and senior individual contributors</li> <li>Prior experience in a high-growth, ambiguous startup or scale-up environment</li> </ul> <p><strong>Technical</strong></p> <ul> <li>Proven track record of building and implementing complex business requirements across CRM and Sales Enablement tools</li> <li>Systems thinker with demonstrated ability to design and orchestrate workflows across large, high-velocity B2C sales organizations </li> <li>Practical experience applying AI tools to RevOps workflows and analytics whether for analysis, automation, agent productivity, or decision support </li> <li>Strong analytical skills; proficient in SQL and Excel/Sheets; experience with BI tools a plus</li> </ul> <p><strong>Leadership & Communication</strong></p> <ul> <li>Exceptional written and verbal communication skills; able to present to and influence C-suite and VP-level stakeholders</li> <li>Strong project management instincts and can evaluate, re-prioritize, and deliver against aggressive deadlines in a fast-moving environment</li> <li>High standards for data quality and operational rigor; a bias toward getting things right, not just fast</li> </ul> <p><strong>Nice to Have</strong></p> <ul> <li>MBA or equivalent advanced degree</li> <li>Experience partnering directly with engineering teams on systems integrations</li> <li>Background in life insurance, fintech, or other regulated B2C verticals</li> </ul> <p><strong>#LI-Remote  </strong><strong>#LI-MB1</strong><strong><br></strong></p> <p>The US national base salary range for this full-time position is $162,000 - $287,000. Our salary ranges are determined by role, level, and location. The…