Funeral Director (West Coast) — Family Care & Sales

We're the creators of soil transformation, an environmentally-friendly alternative to burial and cremation. Over a 30-45 day process, we gently transform a body into nutrient-rich soil. Families receive a portion of this soil - to scatter or plant - and the remaining soil is sent to conservation land that we acquire, to restore and protect it for future generations. Our experience is environmentally friendly, digital-first and underpinned by best-in-class family care.

About the Role

Our Funeral Director (West Coast) role is a licensed seat on the sales team, built for the afternoon and evening hours when West Coast families reach out. You will help families choose Earth for their end-of-life arrangements, whether they are planning ahead or facing an immediate or imminent need. Your job is to respond quickly, listen well, explain soil transformation clearly, and gently help the family decide whether Earth is right for them.

This is a quota-carrying role with clear monthly targets, and you will know exactly where you stand every day. You can expect to manage 60–100+ family calls a day across a high-volume queue, balancing rapid response with consistent, thoughtful follow-up. It is a fast-paced, fulfilling role centered on responsive, compassionate care.

People who thrive here are motivated, goal-oriented closers who stay warm and present in emotionally delicate conversations. They are eager to receive and apply coaching, keep a steady demeanor when navigating loss, and would recommend Earth to their own families.

What you'll do

• Respond to families who reach out. Pick up new inquiries fast and manage pre-need, imminent-need, and at-need consultations with the same care, adjusting your approach to the emotional reality of each.

• 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.

• Run our sales process end to end. Discovery, education, proposal, objection handling, close. No upselling; your focus stays on helping families make an informed choice.

• 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.

• Keep the CRM clean. Every call logged in HubSpot, every lead dispositioned, every field accurate, every next step scheduled, with thoughtful follow-up emails that nurture the relationship.

• Create and execute all assigned follow-up tasks for families in your queue.

• 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 West Coast markets.

• 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.

• 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.

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

• Follow-up compliance: whether scheduled touches actually happened

• CRM data quality

• Call quality scores from coaching reviews

Schedule

This role works a consistent Monday through Friday, 12:00 pm to 8:00 pm Pacific schedule. The later start exists on purpose: it covers the afternoon and evening hours when West Coast families most often reach out, and it closes the gap after our Central and Eastern teammates sign off.

Families reach out seven days a week, and we answer. Expect to join a holiday coverage rotation shared across the team, plus occasional weekend coverage as the West Coast team grows. The rotation is published in advance.

What you'll need

• An active funeral director license and a mortuary school certificate.

• A sales mindset. You are a Funeral Director excited to build a long-term career guiding families through arrangements in family care and sales, rather than traditional funeral home operations.

• Experience guiding families through arrangement conversations, pre-need, at-need, or both, with real comfort talking about death and grief.

• Confidence and a reassuring demeanor that put families at ease and build trust, including on video calls with several family members at once, with a professional audio and video setup.

• Comfort working from talk tracks, templates, and a defined process, and being coached on your calls.

• Strong reading comprehension and clear written communication. Most of our process lives in written documentation and asynchronous messages.

• 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.

• Outstanding self-motivation to succeed in an independent, self-directed remote environment.

• A remote setup that works: reliable high-speed internet and a quiet, private space for confidential family conversations.

• Availability for the 12:00 pm – 8:00 pm PT schedule and the holiday and weekend rotation.

• Trustworthiness without supervision. You will be handling sensitive information about families at a vulnerable moment, from your own home, largely unobserved.

Great to have

• Based in Seattle or Las Vegas. Not required, but a plus.

• Pre-need or advance planning sales experience at a funeral home, cemetery, or insurance carrier.

• An active life insurance license. Not required to start; we fund and support you in getting one, and it is required for promotion into senior roles.

• Quota-carrying or high-volume call experience.

• Licenses in more than one West Coast state, or willingness to add them as we expand.

• A real interest in conservation and sustainability.

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 3–6: Handling inbound calls independently, supported by daily and weekly coaching calls and ongoing supplemental training.

• Weeks 7–12: Running your full queue independently with ongoing weekly training and coaching, reaching fully ramped performance by the end of 90 days.

Interview process

We move quickly and we will keep you informed at every step. Expect roughly two to three weeks start to finish. The process includes a recruiter screening, a mock family consultation, a technology assessment, and a leadership interview.

Earth is an equal opportunity employer. We are committed to building a team that reflects the families we serve, and we encourage applicants from all backgrounds to apply. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected characteristic. If you need a reasonable accommodation at any point in this process, tell us and we will make it work. Employment with Earth is at will.