Consultant Relations Director

The Consultant Relations Director (CRD) is responsible for driving education, engagement, and revenue growth through strategic partnerships with key consultant firms.

This is a highly strategic and revenue-impacting role. The CRD is expected to own and execute a consultant house strategy end-to-end, including building senior-level relationships, influencing opportunity creation, and driving measurable impact on pipeline, win rates, renewals, and expansions.

The CRD will play a critical role in expanding awareness of Carrot’s value proposition, increasing opportunity creation and deal velocity, and supporting the success of Carrot’s existing book of business through consultant influence.

This role includes regular travel to support in-person relationship building, consultant meetings, and industry events. Travel is expected to be approximately 20%.

Key Responsibilities:

• Develop and lead a clear strategy for each assigned consultant firm, including identifying priority relationships, setting engagement plans, aligning internal stakeholders, and driving toward firm-level pipeline and revenue goals.
• Establish and maintain strong, trusted relationships with benefit consultants and broker partners. Engage effectively across all levels, from individual consultants to executive leadership, to drive advocacy and alignment.
• Generate net new opportunities and increase win rates across assigned consultant firms. Proactively influence consultant-led sales cycles and position Carrot as a preferred solution.
• Partner closely with Client Success and Sales to drive retention and growth within existing accounts. Leverage consultant relationships to influence successful renewals, expansions, and long-term account value.
• Work closely with Sales, Client Success, Marketing, and Product to ensure a coordinated and high-impact approach across shared accounts and consultant relationships.
• Bring actionable insights from the consultant community back into the organization to inform product development, positioning, and commercial strategy.
• Actively participate in industry events, consultant meetings, and hosted engagements to strengthen relationships and generate pipeline.

The Team:

The Consultant Relations team is a high-impact, strategic function within the Commercial organization. The team is currently composed of four Consultant Relations Directors, each aligned to key consultant firms. This role will collaborate closely with CR peers while maintaining full ownership of their assigned firms and strategy.

Minimum Qualifications:

• Bachelor’s degree in Public Health, Business, Communications, or related field
• 10+ years of experience in consultant relations, health and benefits consulting, or employee benefits-focused sales/channel partnerships
• Direct experience working within or closely alongside benefit consulting firms, with a strong understanding of how consultants influence purchasing decisions
• Demonstrated experience owning and executing a consultant or broker engagement strategy, with accountability for outcomes
• Experience supporting or selling into mid-market and enterprise clients (2,500+ employees)
• Experience in health tech, digital health, or employer benefits
• Proven track record of driving pipeline and influencing revenue outcomes, including new business and/or expansion
• Demonstrated ability to drive cross-functional collaboration across Sales, Client Success, Marketing, and Product
• Strong consultative skills with the ability to influence complex, multi-stakeholder decisions
• Experience leveraging data and insights to inform strategy and drive results
• Proficiency in Salesforce, Excel, PowerPoint, and comfort in leveraging AI tools

Preferred Qualifications:

• Experience working with union populations or complex benefit structures

What Success Looks Like in This Role:

• Owns and executes a clear, effective strategy across assigned consultant firms
• Becomes a trusted, go-to partner for top consultants and broker stakeholders
• Consistently generates high-quality, consultant-sourced pipeline
• Drives measurable impact on win rates, deal velocity, renewals, and expansions
• Brings forward actionable market insights that shape Carrot’s strategy and positioning