Director, Strategic Growth Team
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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.
Job Description
Summary
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We’re looking for a 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
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- 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
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- 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
------------
Summary
We’re looking for a 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
