Head of Final Expense Sales

Responsibilities

• We are looking for an ambitious Head of Final Expense Sales to help develop and scale our Final Expense Sales Team in a mission to protect the next million families
• As our Head of Final Expense Sales, you will own the strategy and full operational engine of our Final Expense sales organization, leading multiple managers and sales teams
• You will be tasked with expanding our Final Expense organization by recruiting and training the best Agents
• You will collaborate with Product stakeholders to test and experiment into new sales motions
• You will partner with Finance to develop staffing models and compensation plans
• Lead the Final Expense Sales organization, responsible for managing multiple teams and driving performance
• Define and own KPIs across production, activity, efficiency, and quality; foster a data-driven performance culture with clear accountability at every level
• Lead, develop, and scale a high-performing team of licensed agents and managers — hiring top talent, building career paths, and maintaining a culture of performance
• Build and continuously improve sales playbooks, scripts, and sales motions tailored to the Final Expense customer
• Develop coaching programs across call reviews, shadowing, certifications, and performance improvement plans for both managers and agents
• Partner with Product and Marketing teams to develop shared test and experimentation roadmaps
• Set and manage staffing plans in partnership with Finance and Marketing, ensuring coverage, ramp capacity, and productivity targets are met
• Design and evolve compensation plans that align agent and manager incentives with business outcomes

• We’re looking for a proven, hands‑on sales leader who can drive performance today while architecting the organization, playbooks, and culture needed to win tomorrow.
• Strong analytical operator fluent in forecasting, pipeline management, and modern CRM and telephony systems (Salesforce, Regal, or equivalent); able to translate data into rapid action.
• Excellent coach and developer of talent – track record of building manager capability and creating high‑performance team cultures.
• Experience designing and managing agent compensation plans, performance management frameworks, and staffing models at scale.
• Proven track record of owning a sales organization – exceeding revenue targets and scaling a business through headcount growth and operational improvement.
• Deep expertise in final expense, whole life, or adjacent protection products strongly preferred; candidates with B2C insurance, insurtech, or high‑velocity consumer sales backgrounds will be considered.
• Thrives in a fast‑moving, tech‑forward environment with a strong bias for action, high ownership, and a builder’s mindset.
• 8–12+ years of sales leadership experience, with direct ownership of inside sales teams of 30+ in a B2C or high‑volume direct‑to‑consumer environment.
• Natural cross‑functional partner; skilled at using data and customer insight to influence Product, Marketing, and Operations.

• Comprehensive benefits packages:
  Awesome medical dental, vision and as applicable insurance coverage and retirement plans (in the US we offer a 401(k) plan).
• Company Equity:
  We want you to feel and act like an owner.
• Rest, relax & recharge:
  We encourage our employees to take time off, in addition to our fully paid global company holiday schedule. When you need time away from work, we have paid and flex time options based on your role and location, and additional paid leave programs.
• Generous leave programs:
  As well as offering a wide array of leave programs, new parents can take leave with 100% wage replacement. Our healthcare plans offer coverage on family planning and fertility.

At Ethos we are dedicated to building a diverse, inclusive and authentic workplace.