Revenue Lead, Self-Storage

This is a fully remote position, open to applicants in United States.

📋 Description

• Take full ownership of distribution, servicing, and customer success for Etude’s self-storage insurance offerings.

• Drive the commercial operations of the self-storage insurance business unit.

• Oversee product distribution through both direct-to-operator and retail agent/broker channels.

• Expand the retail agent and broker channel that was initiated in 2026.

• Create and implement a distribution strategy for tenant products and commercial P&C.

• Manage producer onboarding, activation, and maintain ongoing relationship management.

• Identify, cultivate, and oversee relationships with facility management companies, REITs, aggregators, technology platforms, and independent insurance agencies.

• Collaborate with centralized Sales and Marketing teams to generate pipelines and enhance vertical positioning.

• Develop and optimize the distribution mix to balance growth with unit economics.

• Ensure a seamless end-to-end servicing experience for customers and distribution partners.

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

• Build and lead the servicing team and operational workflows, collaborating with Technology on automation initiatives.

• Track servicing KPIs and promote continuous improvement.

• Enhance net revenue retention through effective account management, upselling, and cross-selling.

• Establish a customer success function to identify and mitigate risks for at-risk accounts.

• Create a playbook aimed at increasing wallet share within storage operator relationships.

• Serve as the customer advocate for product enhancements and feature priorities.

• Work collaboratively across functions with sales, product marketing, insurance product, product, underwriting, and engineering teams.

• Be responsible for the revenue targets and overall health of the customer base for the vertical.

⛳️ Requirements

• A minimum of 10 years of experience in revenue leadership, distribution, or commercial roles within the insurance, insurtech, or related B2B financial services sectors.

• Extensive knowledge of the self-storage industry.

• Established relationships with storage operators, REITs, and industry partners.

• A proven history of successfully building and scaling distribution channels, preferably in specialty or commercial insurance.

• Experience owning a revenue target (quota, retention goal, or P&L line) and consistently achieving results.

• Ability to thrive in a high-growth, dynamic organizational environment and to build processes and teams from the ground up.

• Strong capability to collaborate cross-functionally with product, marketing, underwriting, and engineering teams without direct authority.

• Exceptional executive presence and communication skills for engaging with large operators, REITs, and C-suite stakeholders.

• Experience with an MGA, MGU, or specialty carrier is a plus.

• Knowledge of underwriting principles or a background in commercial P&C underwriting is advantageous but not mandatory.

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

• Familiarity with self-storage management software platforms like SiteLink, storEDGE, or Hummingbird is a plus.

• Previous experience in a business-unit or “company within a company” framework is favorable.

• Successful completion of a general and criminal background check is required for employment.

• Must possess authorization to work in the United States; visa sponsorship requirements will be evaluated during the application process.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health, dental, and vision insurance plans.

• Opportunities for professional development and career advancement.

• Flexible work schedule and remote work options.

• Supportive and inclusive company culture.