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Job description
Territory Sales Manager
Location: California (Los Angeles Metro, Required)
Travel: 50-60% (California and assigned western territories)
Reports to: Head of Partnerships
About Eterneva
Eterneva transforms how people memorialize their loved ones by creating real diamonds from the carbon in ashes or hair. We're not just making beautiful diamonds - we've pioneered a participatory grief healing experience that guides families through their journey. What started as a direct-to-consumer business has evolved into a successful channel partnership model, working with funeral homes nationwide to reach families during their most vulnerable moments through trusted partners.
We're a mission-driven, profitable, and growing startup backed by Mark Cuban (Shark Tank) and other leading investors. Our culture is fast-paced, collaborative, and impact-oriented.
The Opportunity
We're hiring a Territory Sales Manager to help us build and scale our funeral channel. You'll own a portfolio of high-potential funeral home accounts, developing the relationships and strategies that drive real revenue growth. This isn't just account management - it's entrepreneurial channel building. You'll collaborate closely with leadership to refine our playbook and shape the strategies that scale as we grow our team - while also working directly with families, guiding them in moving forward in the process.
If you're energized by turning partner relationships into revenue, thrive in collaborative environments where you can contribute ideas while executing with excellence, and want to be part of building something meaningful alongside a passionate team, this role will light you up.
This role is for a specific kind of salesperson. You will work directly with grieving families at some of the most sensitive moments of their lives, which means high empathy is not optional here. The best people in this role know how to guide someone forward with warmth and confidence, never pressure. They build the kind of relationships where funeral directors text them first when a family walks in.
This role is based in California – one of Eterneva’s strongest and highest-potential markets. The state has an extraordinary concentration of exceptional funeral homes and families who deeply value progressive memorialization, which makes it a dream territory for someone energized by building a market to greatness.
The Role
Account Management & Partner Development (50% of time)
Partner relationship building: Become the trusted advisor to funeral directors in your accounts - build relationships so strong they text you first when they have a family
Training & enablement: Deliver engaging in-person and virtual training sessions, teaching our partners how to share Eterneva with families
Ongoing engagement: Text/call funeral directors, conduct monthly location visits, host sales contests, and create recognition programs
Relationship nurturing: Develop strategies to support each funeral director's journey - from their first referral to becoming a true champion of Eterneva - through thoughtful touchpoints, recognition, and resources tailored to where they are
Market development: Execute our proven local market playbook - map your accounts, build leadership relationships, train every location, and systematically activate each funeral director
Revenue Generation (30% of time)
Quota responsibility: Drive monthly revenue targets through your portfolio of assigned accounts (California + additional western market)
Support partner-referred families: Connect and consult with families referred by funeral directors, collaborate with the funeral director throughout the process, close the deal, and ensure smooth handoffs
Pipeline management: Own 50-75 active opportunities at any given time from referral to close
Referral cultivation: Develop strategies to increase referral volume and conversion rates from your partner accounts
Operational Excellence (20% of time)
CRM discipline: Keep pipeline current, log all partner interactions, track deal stages and next steps
Partner coordination: Work with funeral directors to gather family information, provide status updates, and ensure smooth customer experience
Onboarding support: Get new funeral homes set up with contracts, materials, and training
Strategic thinking: Collaborate with leadership on playbook refinement, market expansion, and program optimization
Must-Haves
Who You Are
3-4 years of sales experience with proven revenue results: ideally in relationship-driven environments where you work through others to drive outcomes
Relationship-building superpower: You make people feel heard, build trust quickly, and stay top-of-mind through genuine connection
Sales DNA: You're motivated by winning, comfortable asking for business, and energized by hitting targets
Execution excellence: Strong follow-through, detail-oriented, can manage multiple priorities without dropping balls
Pipeline discipline: Experience managing opportunities through Salesforce CRM with strong organizational habits
Road warrior mentality: Comfortable traveling 50-60% (California + western region), walking into locations cold, and winning people over in person
Startup adaptability: Thrive in ambiguity, excited to build alongside leadership rather than execute a perfect playbook
Driver's license, clean driving record, & reliable transportation
Los Angeles-based: Live in the LA metro or willing to relocate (non-negotiable for this role)
Nice To Have
Ideally located in a major California metro; strong markets include Los Angeles, San Diego, San Francisco / Bay Area, and Sacramento
Ideal Backgrounds:
Business development / new market development launching new partnerships and markets from scratch
Channel/partner sales in B2B environments
Recruiting/staffing sales (particularly account management side)
Pre-need counselors from funeral industry (must demonstrate strong sales track record)
You'll Love This Job If You
Get energy from building genuine relationships AND driving revenue
Love the puzzle of "how do I get this partner to send me more referrals?"
Are naturally curious and a great listener who asks good questions
Enjoy being out in the field meeting people face-to-face
Are a "Swiss Army knife" who can switch between sales calls, training sessions, and CRM updates
Want meaningful work helping families through grief while building a business
Thrive in collaborative environments where you contribute ideas while staying aligned with team direction
Are coachable and excited to learn from leadership while bringing your own insights
Are motivated by being part of a small, high-impact team building something together
Get excited about executing with excellence on a proven approach while helping refine it
What We Offer
Compensation & Benefits:
Competitive salary & commission earning potential
Health benefits - Medical (base healthcare plan 100% paid for employees), Dental, Vision and Life Insurance
Competitive PTO
Employee diamond pricing
Growth & Impact:
Work directly with founder
Help build and scale channel program
Potential to grow into leadership role as team expands
Meaningful work at intersection of grief support and entrepreneurship
California-based role with vibrant, mission-driven team culture
Eterneva is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
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Worksite address
austin, TX, 78716, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.