Revenue Lead, Self-Storage

Etude; United States; Remote; USD 140,000 - 230,000; Full time

Job summary

Etude is seeking a Revenue Lead to own distribution, servicing, and customer success for its self-storage insurance products. You will scale both direct-to-operator and broker channels, oversee onboarding and policy administration, and ensure exceptional servicing at scale.

You will partner with executive leadership across Sales, Marketing, and Product, focusing on retention, cross-sell, and wallet share growth while shaping product priorities from customer feedback.

Qualifications

• 10+ years of revenue leadership in insurance, insurtech, or related B2B financial services.
• Deep familiarity with the self-storage industry and existing relationships with storage operators.
• Proven track record of building and scaling distribution channels, especially in specialty or commercial insurance.
• Experience owning a revenue number and delivering against targets (quota, retention, or P&L).
• Comfort building processes and teams in a high-growth, evolving org.
• Strong cross-functional instincts with product, marketing, underwriting, and engineering.

Responsibilities

• Design and execute the distribution strategy across self-storage insurance products via direct-to-operator and broker networks.
• Grow and manage the retail agent and broker channel, onboarding and ongoing relationship management.
• Identify and manage relationships with distribution partners (facility managers, REITs, aggregators, platforms, agencies).
• Collaborate with Sales and Marketing to align pipeline with vertical positioning and messaging.
• Build the distribution mix to balance growth and unit economics.
• Own end-to-end servicing for storage insurance customers and partners.
• Monitor servicing KPIs and drive continuous improvement.
• Drive net revenue retention through proactive account management, upsell, and cross-sell.

Skills

Revenue leadership

Distribution channels

Commercial insurance

Cross-functional

Executive presence

Partner management

Customer success

B2B sales

Strategy design

Industry relationships

Tools

Salesforce

CRM platforms

Job description

About the business

Etude operates in insurance, commercial real estate, and industrials. Our insurance business covers more than 5,000 properties with billions of dollars in insured value. Our real estate business owns approximately $1B of commercial property alongside the Kinder Family Office. Our industrial business is developing a multibillion-dollar, 40-acre steelworks to secure the domestic supply chain for electrical infrastructure.

About the team

We are roughly a 100-person team. We hire high-agency people and give them autonomy, responsibility, and diverse problems to work on. We operate with the intensity of a small company where every person’s work is visible and believe responsiveness is a form of respect. If you’re looking for a place to sharpen your craft alongside people who take their work seriously, you’ll fit right in.

About The Role

We’re looking for a revenue leader to own all distribution, servicing, and customer success across Etude’s full suite of self-storage insurance products — tenant protection, tenant insurance, and specialty property & casualty. You will run the commercial engine of the business unit, responsible for how our products reach the market through both our direct-to-operator channel and our growing network of retail agents and brokers, how partners and customers are served day-to-day, and how we retain and expand relationships over time.

This role sits within the Storage Products business unit alongside the General Manager. You’ll work cross-functionally with our CRO’s sales organization, our CMO’s product marketing team, and our CIO’s insurance product group — but your accountability is to the vertical’s revenue number and the health of its customer base. Etude recently opened its specialty P&C program to independent retail agents and brokers nationwide, and the Revenue Lead will scale this channel alongside our established direct distribution to operators.

What You’ll Own

Distribution:

• Design and execute the distribution strategy across all self-storage insurance products (tenant products and commercial P&C), spanning both the direct-to-operator channel and the retail agent/broker network.

• Own and grow the retail agent and broker channel launched in 2026, including producer onboarding, activation, and ongoing relationship management.

• Identify, develop, and manage relationships with key distribution partners such as facility management companies, REITs, aggregators, technology platforms, and independent insurance agencies.

• Collaborate with the centralized Sales and Marketing teams to align pipeline generation with vertical-specific positioning and messaging.

• Build and optimize the distribution mix across direct and agent channels to balance growth with unit economics.

Servicing:

• Own the end-to-end servicing experience for storage insurance customers and distribution partners.

• Ensure onboarding, policy administration, and ongoing support meet or exceed expectations at scale.

• Build and manage the servicing team and operational workflows, working with Technology to automate where possible.

• Monitor servicing KPIs (response time, resolution rate, partner NPS) and drive continuous improvement.

Customer Success:

• Drive net revenue retention through proactive account management, upsell, and cross-sell.

• Build a success function that identifies at-risk accounts early and intervenes effectively.

• Develop the playbook for expanding wallet share within existing storage operator relationships.

• Serve as the voice of the customer back into the business unit, informing product improvements and new feature priorities.

What We’re Looking For

• 10+ years of experience in revenue leadership, distribution, or commercial roles within insurance, insurtech, or adjacent B2B financial services.

• Deep familiarity with the self-storage industry. Existing relationships with storage operators, REITs, and industry partners that allow you to hit the ground running are critical.

• Proven track record of building and scaling distribution channels, ideally in specialty or commercial insurance.

• Experience owning a revenue number (quota, retention target, or P& L line) and consistently delivering.

• Comfort operating in a high-growth, evolving organizational structure where you’ll need to build processes and teams from scratch.

• Strong cross-functional instincts. That means you know how to partner with product, marketing, underwriting, and engineering without needing direct authority.

• Executive presence and communication skills suited to managing relationships with large operators, REITs, and C-suite stakeholders.

Nice to Haves

• Experience at a managing general agent (MGA), managing general underwriter (MGU), or specialty carrier.

• Underwriting background or working knowledge of commercial P&C underwriting principles is a plus but not required.

• Background in property insurance, tenant/occupant protection programs, or specialty P&C lines.

• Familiarity with self-storage management software platforms (e.g., SiteLink, storEDGE, Hummingbird).

• Prior experience in a business-unit or “company within a company” structure.

If you don’t have all the qualifications listed, don’t worry! We understand everyone’s career path is unique and still encourage you to apply if you feel this role is aligned with your career trajectory.

Employment at Etude is contingent upon a satisfactory verification of a general and criminal background check.