Director of Consultant Relations

About us

Sparrow is the first high-tech, high-touch employee leave management solution. Our mission is to make it simple for companies to provide their employees with all kinds of leave (i.e. family, medical, etc.).

Currently, the leave management process is painful and inefficient for everyone. Company leaders struggle to keep up with regulations and processes that change frequently, and the employees going on leave are overwhelmed by bureaucracy at an exceptionally important juncture in their career. Sparrow transforms this ordinarily tedious, error-prone, complex to remain compliant, and time-consuming process into a 30-minute end-to-end experience saving teams time (20 - 40 hours per leave) and money (up to $30K per leave).

Sparrow is headquartered in San Francisco but all employees work remotely across the country. Sparrow is a diverse, highly talented, and supportive team. Together, we are hardworking, collaborative, smart, and humble—after all, we’re solving real problems.

About the role

As Director of Consultant Relations, you will drive the development and go-to-market execution of our strategic partnerships, while strengthening and expanding Sparrow’s relationships with key brokers, consultants, and channel partners. This role demands an innovative, solution-oriented leader with expertise in both program development and relationship management. Working closely with the Head of Channel Sales, you will identify new opportunities, nurture long-term partnerships, and spearhead market expansion to solidify Sparrow’s position as the top leave management solution for caring companies nationwide. In this role, you will be responsible for:

Channel Enablement & GTM Strategy:

• Develop and launch innovative programs that incentivize and empower partners to effectively sell and support Sparrow's product.

• Create resources, training, and tools that enable channel partners to better represent and sell Sparrow’s offerings.

• Drive the adoption of these partnerships, ensuring we’re meeting the expectations of the program and achieving shared revenue goals.

Relationship Building & Partner Engagement:

• Nurture and build long-term relationships with key brokers, consultants, and other influential channel partners to drive awareness and adoption of Sparrow’s services.

• Serve as the primary point of contact for high-value strategic partners, ensuring open lines of communication and mutual growth.

Strategic Growth & Expansion:

• Identify and secure new strategic growth partnerships that will expand Sparrow’s reach and presence in the marketplace.

• Collaborate with the leadership team to define and implement strategies for national expansion through channel partners.

• Work with cross-functional teams to identify opportunities for product and service enhancements based on partner feedback and market needs.

• Set and track performance metrics to evaluate the success of channel initiatives, ensuring alignment with Sparrow’s overall sales and growth objectives.

About you

Experience:

• 5+ years of experience in channel sales, partner management, or business development in the benefits or HR tech industries.

• Prior experience working directly with HR leaders, brokers, and consultants. 

• Proven track record of developing and scaling channel programs, building strong relationships, and driving strategic partnerships. Bonus points if you have experience on GTM enablement teams. 

Skills & Competencies:

• Strong understanding of the dynamics of the broker and consultant ecosystem.

• Exceptional communication and interpersonal skills, with a demonstrated ability to influence and collaborate across teams.

• Ability to think strategically while also being hands-on in driving execution.

• Strong organizational skills and ability to manage multiple projects simultaneously.

• Ability to analyze market data and trends to make informed decisions and adapt strategies as needed.

• Highly self-motivated, results-driven, collaborative, and capable of working independently and as part of a team. We’re looking for a self-starter who will be a key player in scaling our high-performing channel team.

Compensation

• This is a full-time, exempt position. Compensation ranges from $181,250-$237,500k OTE based on experience with an 80/20 base/commission split. 

Why Sparrow?

Our work at Sparrow is impactful. We help People teams with one of the hardest parts of their job, and we support employees at a time when they need it most. We’re driven by our mission, much like a nonprofit, but with the resources and scale of a fast-growing venture-backed company.

Sparrow is proud to be an equal opportunity employer. While we are united by our excitement for the mission and product, the diversity of our experiences is one of our strengths. The Sparrow team is made up of people with all types of backgrounds, and we have teammates in 40 states and counting. To learn more about the Sparrow team and its benefits, check out our careers page.

• Highlight your GTM expertise with concrete metrics: in your résumé and cover letter, include at least two examples where you launched or scaled a consultant partnership program, quantifying outcomes (e.g., “built a network of 150+ HR consultants, driving $4 M ARR in 12 months” or “reduced consultant onboarding time by 35% through a standardized playbook”). Recruiters at Sparrow will look for these numbers to gauge impact on their leave‑management SaaS.
• Build a one‑page “Consultant Relations Playbook” as a portfolio piece: outline a step‑by‑step framework you’d use at Sparrow (research, recruitment, enablement, joint‑go‑to‑market campaigns, KPI tracking). Include sample email sequences, partner portal mock‑ups, and a dashboard mock‑up in Looker/Tableau. Bring this to the interview and reference it when discussing how you’d accelerate Sparrow’s go‑to‑market rollout.
• Demonstrate familiarity with HR‑tech compliance tools: list hands‑on experience with platforms such as Gusto, Workday, Zenefits, or ADP, and mention any integrations you’ve managed (e.g., API sync of leave data to payroll). During the interview, be prepared to walk through a brief case study on how you’d help consultants navigate ever‑changing leave regulations for their clients.
• Show remote‑leadership fluency: cite specific remote collaboration tools you’ve mastered (e.g., Slack, Asana, Notion, Miro, Zoom) and describe rituals you instituted (weekly “consultant sync,” quarterly virtual “partner summit,” OKR tracking in ClickUp). Sparrow’s interviewers will probe for how you keep a dispersed consultant ecosystem aligned and motivated.
• Prepare a data‑driven salary pitch: research median total compensation for Director‑level GTM roles in SaaS (≈ $180–$210 k base + 20‑30% target OTE) and adjust for Sparrow’s remote‑first, high‑growth stage. In the offer discussion, tie your ask to the measurable revenue you plan to generate from the consultant channel (e.g., “my target of $8 M ARR from partner‑led sales justifies a $200 k base + 25% OTE”).