Director of Sales Strategy and Operations

About the role

Ethos is a leading life insurance technology company focused on democratizing access to life insurance and empowering agents at scale. With its robust three-sided technology platform, Ethos transforms the life insurance experience for consumers, agents, and carriers.

Responsibilities

• Define and execute the Sales roadmap for the Consumer GTM organization, aligned to company OKRs and revenue targets
• Build, lead, and develop a remote team of Strategy, Operations, and Data Analysts
• Serve as a key strategic partner to Consumer Sales leadership, providing the data and operational infrastructure needed to make confident, high-velocity decisions
• Represent Sales in cross-functional leadership forums; influence product roadmap and business operations priorities
• Lead end-to-end strategic initiatives aligned with quarterly revenue goals; drive projects from scoping through implementation and measurement
• Evaluate, pilot, and integrate new sales tools and outreach motions
• Identify structural gaps in our tools and operations and solve them
• Own the sales technology stack end-to-end; including Dashboards / Reporting, Dialer and outreach cadencing, Conversational Intelligence tools, among others
• Design and implement scalable standard operating procedures across Revenue functions; drive adoption and compliance across the GTM org
• Partner with Engineering and Product to scope, prioritize, and run experiments on process improvements to increase Sales efficiency

Qualifications and Skills

• 8+ years of overall experience in Sales Strategy, Revenue Operations, Sales Operations or a related field
• 4+ years leading or significantly influencing a B2C or D2C revenue function
• 3+ years of people management experience, including developing analysts and senior individual contributors
• Prior experience in a high-growth, ambiguous startup or scale-up environment
• Proven track record of building and implementing complex business requirements across CRM and Sales Enablement tools
• Systems thinker with demonstrated ability to design and orchestrate workflows across large, high-velocity B2C sales organizations
• Practical experience applying AI tools to RevOps workflows and analytics whether for analysis, automation, agent productivity, or decision support
• Strong analytical skills; proficient in SQL and Excel/Sheets; experience with BI tools a plus
• Exceptional written and verbal communication skills; able to present to and influence C-suite and VP-level stakeholders
• Strong project management instincts and can evaluate, re-prioritize, and deliver against aggressive deadlines in a fast-moving environment
• High standards for data quality and operational rigor; a bias toward getting things right, not just fast
• Nice to have: MBA or equivalent advanced degree, experience partnering directly with engineering teams on systems integrations, background in life insurance, fintech, or other regulated B2C verticals