Territory Sales Manager - California

SoGal Ventures; Austin (TX); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Health benefits

Direct founder access

Leadership opportunities

Employee diamond pricing

Job summary

Eterneva is seeking a Territory Sales Manager to build and scale our funeral channel across California and the western region. You will own relationships with funeral directors, lead training sessions, and drive revenue by turning partner referrals into closed deals while traveling extensively to visit partners and families.

This role requires empathy, resilience, and a proven sales mindset. You will collaborate with leadership to refine our market playbook, support onboarding of new funeral

Qualifications

• 3-4 years of sales experience with proven revenue results.
• Strong relationship-building and communication skills.
• Ability to travel 50-60% in California and western region.
• Startup-adaptive and self-directed.
• Los Angeles-based or willing to relocate to CA.

Responsibilities

• Account management and partner development across funeral home accounts (50% of time).
• Drive revenue targets and manage a 50-75 opportunity pipeline (30% of time).
• Provide trainings and enablement to partners.
• Maintain CRM discipline and provide status updates to leadership.
• Collaborate with leadership on playbook refinement and market expansion.

Skills

Relationship building

Sales

Salesforce CRM

Travel 50-60%

Tools

Salesforce

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.