GTM Partnerships

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 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. GTM STRATEGY & EXECUTION - 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. - Be the face of these partnerships internally, working 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. PIPELINE & REVENUE GROWTH - 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. RELATIONSHIP & PARTNERSHIP MANAGEMENT - 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. ABOUT YOU - 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 h