Earth - Funeral Director (California, Remote) — Family Care & Sales
Requirements
• An active funeral director license and a mortuary school certificate. • An active funeral director license • A sales mindset. • A sales mindset. • Experience guiding families through arrangement conversations, pre-need, at-need, or both, with real comfort talking about death and grief. • Experience guiding families through arrangement conversations • Confidence and a reassuring demeanor that puts families at ease and builds trust, including on video calls with several family members at once, with a professional audio and video setup. • Confidence and a reassuring demeanor • Comfort working from talk tracks, templates, and a defined process, and being coached on your calls. • Comfort working from talk tracks, templates, and a defined process • Strong reading comprehension and clear written communication. Most of our process lives in written documentation and asynchronous messages. • Strong reading comprehension and clear written communication. • You learn software quickly on your own. You will use HubSpot, VOIP calling tools, Slack, Google Workspace, and AI assistants daily. As a technology startup, we rely heavily on software to deliver exceptional service. • You learn software quickly on your own. • Outstanding self-motivation to succeed in an independent, self-directed remote environment. • Outstanding self-motivation • A remote setup that works: reliable high-speed internet and a quiet, private space for confidential family conversations. • A remote setup that works • Availability for the 12:00 pm – 8:00 pm PT schedule and the holiday and weekend rotation. • Availability for the 12:00 pm – 8:00 pm PT schedule • Trustworthiness without supervision. You will be handling sensitive information about families at a vulnerable moment, from your own home, largely unobserved. • Trustworthiness without supervision. • Based in California. • Great to have • Great to have • Quota-carrying or high-volume call experience. • Licenses in more than one West Coast state, or willingness to add them as we expand. • Licenses in more than one West Coast state • A real interest in conservation and sustainability. • Your first 90 days • Your first 90 days • Weeks 1–2: Training on soil transformation, the playbook, the CRM and our tools. Listening to recorded calls. Shadowing live consultations. • Weeks 1–2: • Weeks 3–6: Handling inbound calls independently, supported by daily and weekly coaching calls and ongoing supplemental training. • Weeks 3–6: • Weeks 7–12: Running your full queue independently with ongoing weekly training and coaching, reaching fully ramped performance by the end of 90 days. • Weeks 7–12:
Responsibilities
• Respond to families who reach out. Pick up new inquiries quickly and lead consultations with exceptional care, adjusting your approach to the emotional reality of each family. • Respond to families who reach out. • Educate families on soil transformation. Explain how the process works, the timeline, what soil they receive and what goes to conservation land, what it costs, and how it compares to burial and cremation, using online literature, virtual tours, video meetings, and phone consultations. • Educate families on soil transformation. • Enroll families accurately. Complete contracts, payment plan or funding setup, and state-specific disclosure documents, and help families plan ahead to secure pre-need arrangements through funeral insurance once licensed. • Enroll families accurately. • Keep the CRM clean. Every call note in HubSpot, every meeting dispositioned, every field accurate, every next step scheduled, with thoughtful follow-up emails that nurture the relationship. • Keep the CRM clean. • Stay compliant as we grow. Follow required phrasing on calls and in writing, stay current on company policy, insurance licensing, and federal and state regulations, and earn additional state licenses as Earth opens new markets. • Stay compliant as we grow. • Get coached, and coach back. Your calls are reviewed. You will sit in regular feedback sessions. When you find something that works better, you bring it to the team with the numbers behind it, and we update the playbook for everyone. • Get coached, and coach back. • Work fluidly across our tools. HubSpot, VOIP softphone, Slack, Google Workspace, and AI assistants, maintaining high data accuracy and troubleshooting basic technical issues on your own. • Work fluidly across our tools. • What you won't do • What you won't do • This role does not do removals, embalming, preparation, viewings, or service direction. You will not be practicing under your license, and this role does not put you on a path back into facility-based directing. This role is built for the director who is energized by guiding families through the decision and is ready to leave the hands-on work behind. • What you'll be measured on • You will see these numbers daily, and nothing about how you are doing will be a mystery. Performance metrics are transparent and shared team-wide, so everyone can learn from peers who are doing things differently or achieving higher results: • Monthly closed enrollments against quota • Speed to first response on new inquiries • Conversion rate from first conversation to enrollment • Call quality scores from coaching reviews • Schedule • Schedule • This role works a consistent Monday through Friday, 12:00 pm to 8:00 pm Pacific schedule. This role includes participation in an on-call rotation during select holidays and weekends. • Monday through Friday, 12:00 pm to 8:00 pm Pacific
Benefits
• This role is paid a base salary plus commission; expected OTE $100K $90K – $100K • $40K – $100K Commission
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