Director, Strategic Growth Team
Job Description
We’re Spark, a mission-driven company helping independent Medicare brokers build the insurance business of their dreams. The vast majority of beneficiaries select benefits with the help of an independent broker, but technology and support for brokers is woefully antiquated. We provide workflows and services to help brokers achieve transformative growth.
In just four years, we’ve partnered with over 5,000 brokers and enrolled over 140,000 beneficiaries, making us the fastest-growing Medicare brokerage in the country. Brokers love us: during this period of intense growth, we’ve maintained an NPS of 91 and a client retention rate of 93%, and we’ve helped brokers grow on average >100% since partnering with us.
It’s an exciting time to be at Spark. Our diverse, remote-first team comes from leading technology, healthcare, and insurance companies, and has grown from 40 to 70 in the last year. Most recently, we’ve raised a Series B from leading investors who share our ambition.
Join us: we’re always on the lookout for sharp, talented, empathetic teammates.
Summary
We’re looking for our first Director, Strategic Growth to lead and build our team of Strategic Growth Managers (SGMs) in an effort to accelerate our agency recruitment efforts.
Working with sales leadership, you will own the day-to-day management of the SGMs and set the direction around how the SGM team scales moving forward. You’ll be responsible for hiring and onboarding new SGMs, training SGMs on pipeline creation best practices, and achieving sales goals.
Furthermore, you’ll need to collaborate with Sales Leadership, Operations, and Marketing to optimize the agency recruitment strategy and related workflows and processes.
The ideal candidate has successfully managed a mid-market B2B field sales team and developed expertise in in-person relationship building and lead generation. You have a bias toward action, a willingness to roll up your sleeves, and a strong growth mindset. You’re passionate about running an efficient yet effective sales process, building a high-velocity sales team, and being a key pillar of our go-to-market team.
Please note: This role will need to be based on Pacific Standard Time, Mountain Standard Time or Central Standard Time due to current needs of the business.
Key Responsibilities
- Hire and onboard new SGMs
- Train SGMs to identify, contact, and create qualified agency opportunities
- Diligently track pipeline and performance metrics and provide regular 1:1 coaching and feedback
- Accurately forecast weekly, monthly, quarterly, and annual SGM goal attainment
- Develop and document team processes and workflows along with sales strategies and best practices
- Provide leadership presence in the market to help source new business
- Leverage creative deal structure and negotiation skills to close new business
- Motivate, incentivize, and recognize team members to encourage top performance
- Work closely with Sales Leadership to iterate on the agency recruitment process and identify areas of improvement across the SGM team
- Work closely with Marketing to develop effective messaging to convert prospective agencies to qualified opportunities
- Travel approximately up to 6 nights per month as needed. Travel will average 4-6 nights per month during the busier season (January through July) and 1-3 nights per month during the lighter season (August through December). Please note that travel needs may vary depending on business requirements, and additional travel may be necessary.
Skills Knowledge and Expertise
- Bachelor’s degree
- 5+ years of SMB/Mid-market experience managing field sales teams
- 10+ years of SMB/Mid-market experience selling as an individual contributor
- Early-stage, high velocity startup experience
- Demonstrated success hitting and beating team quotas
- Expertise in hiring, training, & performance management across field sales teams
- Expertise in demand-generation & relationship building strategies
- Expertise in sales engagement software and CRM (e.g., Salesforce, Hubspot, Salesloft, Outreach.io, etc.)
- Strong analytical abilities with a background in planning and managing through data
- Comfort with ambiguity; ability to be flexible in a rapidly changing environment
Compensation
Our salary ranges are based on paying competitively for our company’s size and industry, and are one part of the total compensation package that also includes equity, benefits, and other opportunities at Spark. In accordance with New York City, Colorado, California, and other applicable laws, Spark is required to provide a reasonable estimate of the compensation range for this role. Individual pay decisions are ultimately based on a number of factors, including qualifications for the role, experience level, skillset, geography, and balancing internal equity. A reasonable estimate of the current salary range is listed below. We expect most candidates to fall in the middle of the range. We also believe that your personal needs and preferences should be taken into consideration, so we allow some choice between equity and cash.
Base Salary
$130,000—$140,000 USD
OTE
$240,000—$260,000 USD
Why you should join our team
By joining Spark, you will get in on the ground floor of a fast-moving, well-funded, and mission-driven startup where you will have a profound impact on the brokers and beneficiaries we serve. And you’ll learn, grow, be challenged, and have fun with your team while doing it.
We strive to help you and your family thrive. We’re committed to supporting your happiness, healthiness, and overall well-being by providing a comprehensive benefits program. In addition to your base salary, we also offer:
- Equity compensation
- Health care, including dental and vision through our PEO Sequoia
- Flexible work location; co-working available
- 401k
- Paid Time Off
- Monthly Remote Work Stipend (help cover costs of home-office needs)
- Paid Parental Leave
- Up to 12 weeks for birthing parents
- Up to 8 weeks for non-birth parents
- 11 paid holidays
- 2 week sabbatical at 5 years of employment
- Wellbeing Perks through SpringHealth, OneMedical, PerkSpot, and SoFi
At Spark, we are committed to hiring the best team to serve our clients regardless of their background. We need diverse perspectives to reflect the diversity of our problems and the population we serve. We look to hire people from a variety of backgrounds, including, but not limited to, race, age, sexual orientation, gender identity and expression, national origin, religion, disability, and veteran status.
