GTM Partnerships
About Sparrow
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
In this GTM Partnerships role, you will build and scale Sparrow’s go-to-market motion with our strategic partners, with a focus specifically on HRIS, disability insurance carriers, payroll systems, PEO organizations, and point solution partnerships. This is a highly impactful role responsible for unlocking new partners and strengthening existing partnerships, ultimately driving pipeline and closed-won revenue. This role requires a strategic, innovative, and execution-oriented leader with experience working with the types of partners described above. You will work closely with our sales, marketing, product, and service teams to develop innovative GTM partnership strategies, improve integrations and shared service models, and ensure our strategic relationships in the market deliver exceptional outcomes for shared clients and their employees.
Responsibilities
- Execute Sparrow's GTM strategy for our partners, such as HRIS systems, disability insurance carriers, payroll systems, PEO organizations, and point solution partnerships.
- Identify and secure new partnerships to expand Sparrow's reach and market presence.
- Operationalize and deepen our existing partnerships to ensure we are capitalizing on GTM momentum.
- Work closely with our internal service, operations, and engineering teams as they scope work, maintain timelines, and drive initiatives to completion.
- Negotiate preferred partnerships and build joint GTM initiatives, co-selling frameworks, and other initiatives and partnerships that differentiate Sparrow in the market.
- Create materials, training, processes and tools to position Sparrow effectively within partner organizations.
- Own pipeline generation, closed-won, and retention business through net-new and existing partnerships.
- Partner closely with Sales to activate and manage partner-sourced opportunities.
- Track and optimize performance metrics across partnerships to ensure strong ROI and growth.
- Build and maintain deep relationships with key stakeholders across all partners.
- Serve as the primary point of contact for strategic partnerships, coordinating with internal technical and service teams as they build and support shared customers.
- Build the foundation for a scalable partnerships function — processes, playbooks, and future team growth.
Requirements
- 5-7+ years of experience in partnerships, channel sales, or business development.
- Direct experience working with insurance carriers, point solutions, and/or HRIS ecosystems to build or scale partnership programs in a high-growth environment.
- Deep understanding of the HR tech and/or insurance carrier ecosystem.
- Strong ability to build and manage partner relationships.
- Strategic thinker who can also operate hands-on to build from the ground up.
- Experience working cross-functionally with technical, product, and service teams and leading highly technical partnership projects.
- Excellent communication and collaboration skills, with the ability to influence across internal and external stakeholders.
- Highly self-motivated, results-driven, and comfortable operating in ambiguity.
Qualifications
- Master's degree in Business Administration, Marketing, Communications, or related field.
- Proven track record of building and scaling partnerships in a high-growth environment.
- Experience in developing and executing GTM strategies for technology companies.
- Ability to work independently and as part of a team.
- Strong analytical and problem-solving skills.
- Experience with Salesforce or similar CRM tools.
Skills
- Strategic thinking and execution.
- Strong negotiation and relationship-building skills.
- Ability to work in a fast-paced, dynamic environment.
- Experience with GTM strategies and partnership management.
- Knowledge of HRIS systems and insurance carriers.
Benefits
- Flexible remote work options.
- Competitive compensation package including base salary and commission.
- Health, dental, and vision insurance.
- 401(k) retirement plan with company match.
- Employee assistance program.
- Annual bonus based on company and individual performance.
- Professional development opportunities.
- Regular team-building activities and social events.
Pay
This is a full-time, exempt position. Compensation ranges from $153,233 to $242,660 based on experience and location with an 80/20 base/commission split.
Schedule
Full-time, remote position.
Equal Opportunity Employer
Sparrow is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.