Director of Consultant Relations - Mid-Atlantic Territory

What you’ll be doing

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Own consultant influence and pipeline outcomes for your territory: Build and execute a territory plan that drives consistent consultant engagement and generates net-new, consultant-referred opportunities aligned to revenue goals.

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Build deep relationships across top consulting and brokerage firms: Develop and expand senior relationships across priority firms and regional offices to establish preference for Sword and increase inclusion in evaluations and RFPs.

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Map and grow office-level coverage: Identify and cultivate key stakeholders across each firm (practice leaders, subject matter experts, producers, and regional influencers) to create durable, multi-threaded relationships.

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Enable consultants to confidently position Sword: Deliver clear, consultant-ready messaging through meetings, demos, lunch & learns, email campaigns, and other touchpoints so consultants can accurately and credibly recommend Sword to employers.

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Partner with Sales and Customer Success to accelerate opportunities: Collaborate closely with Sales and CS to support active pursuits, align consultant strategies with account priorities, and ensure consistent messaging across the full buyer journey.

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Drive consultant program participation and executive alignment: Strengthen Sword’s presence within consulting firm vendor programs and facilitate executive meetings to review market trends, wins, and joint growth opportunities.

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Activate the market through events and strategic touchpoints: Plan and execute targeted events (office visits, executive sessions, regional gatherings) designed to deepen relationships and create pipeline, with clear goals and follow-through.

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Maintain operational rigor and CRM discipline: Track relationship activity, influence, and outcomes in Salesforce (or similar CRM), maintain forecasting accuracy, and ensure clean attribution and data hygiene.

What you need to have

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6+ years of experience interfacing with major benefits consulting and/or brokerage firms (e.g., WTW, Aon, Mercer, Lockton, Gallagher, USI, HUB, MMA), including an understanding of how consultants shape employer decisions.

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Proven ability to build influential relationships that translate into business outcomes, including pipeline creation, referrals, and evaluation inclusion.

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Strong business development skills, including prospecting, multi-threading relationships, and expanding presence across offices and stakeholder groups.

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Excellent communication and presentation skills, with the ability to clearly position complex solutions and lead compelling meetings with senior stakeholders.

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Comfort operating in a metrics-driven, revenue-accountable role, including ownership of a territory plan, pipeline tracking, and forecast hygiene.

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Experience using Salesforce or similar CRM to manage contacts, opportunities, reporting, and data quality.

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A self-starter mindset: high ownership, intellectually curious, and energized by building in a fast-moving environment.