Sr. Director, Broker Consultant Relations (Remote)

The Senior Director, Head of Broker & Consulting Relations reports to the Managing Director, Head of Market & Enterprise Sales and owns Inspira’s national broker and consultant channel as a measured source of growth for the Health & Benefits business. Inspira has formal relationships with a small set of top national firms today; this role builds the strategy, coverage model, and measured contribution around them, and extends Inspira’s leadership-level footprint across the top national and regional firm landscape. The role operates at the leadership level of brokerage and consulting organizations rather than the individual account level - owning C-suite and practice-leader relationships, advancing Inspira’s standing as a preferred and strategically embedded partner, and converting that standing into qualified opportunity flow for Inspira’s Enterprise, Middle Market, and Small Market sales teams. Success is measured in channel-sourced pipeline and revenue, positioning gains at priority firms, win rate on broker-influenced opportunities, and depth of relationship where it matters most. Duties & Responsibilities: Channel Strategy & Growth Owns channel-sourced pipeline and revenue targets, and builds the reporting that makes channel contribution visible, forecastable, and defensible Sets the national broker and consultant strategy, including firm tiering, coverage plan, and investment level for each tier, and the roadmap for expanding formal relationships beyond the current anchor firms Owns the annual channel operating plan and presents strategy, investment, market intelligence, and performance to H&B and executive leadership Executive Relationship Development Serves as Inspira’s primary executive relationship owner for strategic national and regional firms, personally cultivating relationships with C-suite executives, practice leaders, and regional presidents Designs and leads a structured leader-to-leader engagement program, pairing Inspira executives with counterpart leaders at priority firms on a recurring cadence Hosts and leads executive briefings, strategic reviews, and leadership summits with top-tier broker and consulting partners Chairs Inspira’s Broker Advisory Board — sets agenda priorities, recruits member firms, and ensures the board produces actionable input for Inspira leadership Serves as the executive escalation point for the highest-stakes broker relationship issues Strategic Positioning Advances Inspira’s standing within priority firms as a preferred or strategically aligned partner, including pursuit of preferred-vendor status, early RFP visibility, and joint go-to-market opportunities Negotiates and formalizes strategic partnership agreements, service commitments, and mutual-growth frameworks with top firms, in partnership with Legal and Finance Secures differentiating positioning opportunities — co-branded thought leadership, joint speaking engagements, exclusive pilot programs — and represents Inspira as an executive presence at premier industry and broker events Opportunity Conversion & Cross-Functional Alignment Partners with the Middle/Small Market and Enterprise sales leaders on account mapping and opportunity routing, and sets the rules of engagement between the channel and segment teams Joins finalist and executive meetings on broker-influenced pursuits where the relationship is material to the outcome Defines what brokers and consultants need from Inspira in order to sell us, and partners with Sales Enablement and Marketing, who build and deliver it Channels intermediary feedback into Product and Operations with a clear point of view on what would improve Inspira’s win rate in this channel Other duties as assigned. People Leader Responsibilities: Manages 1-2 direct reports, with team growth tied to channel results and portfolio expansion Sets direction rather than managing activity - translates the H&B growth strategy into a channel plan with goals, metrics, and resourcing, and defends it to executive leadership Owns the number and the narrative: delivers results, and can explain what is working, what is not, and what they are changing in response Attracts, develops, and retains talent; recognizes strong work specifically and addresses underperformance early, in partnership with HR Operates as a peer on the H&B commercial leadership team - brings an informed point of view, disagrees productively before a decision, and commits fully once it is made Education & Experience: Minimum required: 12+ years of experience in employee benefits, insurance brokerage, or TPA/carrier distribution, including significant experience engaging brokerage and consulting firm senior leadership 5+ years owning a national broker and consultant channel strategy, with accountability for a channel revenue or production target 4+ years leading and developing a team, including hiring and performance management Demonstrated track record building and monetizing executive-level relationships with national brokerage or consulting firms Demonstrated experience building a channel function - coverage model, firm tiering, rules of engagement, or partner governance - rather than working within one Deep knowledge of consumer directed health products (FSA, HSA, HRA, COBRA), the broker and consultant ecosystem, and vendor selection dynamics across market segments Bachelor’s degree in Business Administration , Health Care Management, Marketing, or a related field, or an equivalent combination of education, experience, and training, required Additional preferred: Portable relationships at top national brokerage and consulting firms strongly preferred Experience securing preferred-vendor or strategically aligned partner status at a national firm preferred Experience standing up a channel function or broker advisory structure preferred Skills & Abilities: A builder and player-coach - comfortable setting strategy and carrying the most important relationships personally Has operated at national scope, setting strategy across a firm landscape rather than managing a territory or account set Commercial instincts - can distinguish a relationship that will produce revenue from one that will only produce meetings Executive presence and polish suitable for boardroom and C-suite engagement; strong negotiation and partnership-structuring skills Influences across a matrix without formal authority over segment sales, Marketing, Enablement, or Product Fluency with Salesforce, sales analytics, and AI-powered productivity tools Other Requirements: Typical schedule is Monday–Friday, with flexibility to work evenings or weekends as needed to support broker leadership engagements and industry events Travel required (25-40%) for broker and consulting firm leadership visits, executive briefings, and industry events Ability to provide personal transportation from time to time Prolonged periods of sitting and operating standard office equipment; occasionally lifts up to 25 pounds