Broker Partner Manager (Broker Development Representative)

TrustLayer•Tampa, FL

3h•$80,000 - $92,000•Onsite

About The Position

We are seeking our first dedicated Broker Partner Manager to take ownership of the broker referral channel from end-to-end, transforming it into a repeatable growth engine. While we have a successful go-to-market strategy, our broker partnerships represent the strongest and fastest-growing segment. This role is for a dedicated operator ready to amplify existing success. Unlike typical roles, this position focuses on driving referral volume that translates directly into revenue. Responsibilities include recruiting new brokerages, activating dormant producers within existing partners, re-engaging inactive partners, and developing enablement resources to help producers confidently refer clients. You will collaborate with a seasoned mid-market sales and partner organization, guiding the relationship from initial contact to becoming a reflexive referral source. Success hinges on drive, creativity, and a willingness to experiment. This role is ideal for individuals energized by building a channel from a strong foundation, comfortable with ambiguity, and possessing the self-direction required for channel growth. This is an on-site position at our Tampa headquarters.

Requirements

2+ years of experience in insurtech (or adjacent insurance tech), ideally in a BDR/SDR, partnerships, or channel development role.
Proficiency in high-volume outbound activities, including cold calls and cold email.
Understanding of agency operations and referral motivations (though not a producer/broker role).
Experience with mid-market or enterprise sales cycles and understanding of buying committees within insurance organizations.
Startup or build-from-scratch experience is strongly preferred.
AI fluency: Comfortable using AI tools like Claude for drafting, analysis, and automation, and eager to utilize Claude Code for building lightweight tooling.
Tooling comfort: Proficient with Notion, LinkedIn, and LinkedIn Sales Navigator for list building, process management, and organization.
Relationship range: Ability to influence brokerage principals and energize groups of frontline producers.
Enablement instinct: Skill in packaging sales pitches and enablement materials for others to deliver effectively.
Data analysis skills: Ability to build channel reports, identify referral leakage, and diagnose partner health.
Exceptional writing skills for cold outreach and producer enablement.
Extreme self-starter: Proactive in identifying and addressing issues without waiting for direction.
Go-getter energy: Ability to take a solid foundation, plan, and execute with minimal hand-holding.
Relentlessly driven: Internally motivated by results, not by structure or oversight.
Experimental mindset: Views all tactics as hypotheses to test and failure as data.
Comfortable with ambiguity: Willingness to create processes through iteration.
Accountability owner: Takes full ownership of channel numbers with a focus on adjustments rather than excuses.
Technically curious: Sees opportunities for automation.
Full-funnel obsession: Focuses on referred deals that close, not just partner acquisition.

Nice To Haves

Prefer executing proven playbooks over building your own through experimentation.
Measure your worth by partners signed rather than referral revenue produced.
Get uncomfortable when there's no clear "right answer" or established process.
Are allergic to new tools and would rather do everything the manual way.
Need external motivation or supervision to stay focused.

Responsibilities

Become a Contractual Risk Transfer (CRT) Resource: Build working knowledge of CRT and how brokers discuss it (contracts, insurance requirements, downstream compliance). Educate partners with practical resources like talk tracks, one-pagers, and checklists. Lead conversations by inquiring about their book of business, CRT challenges, and client protection/growth goals. Map agency structures to understand key influencers and referral decision-makers.
Multi-thread intentionally: Engage with producers to understand their book of business and client pain points related to CRT. Connect with agency leaders to grasp priorities, enablement gaps, and desired producer talking points. Diagnose the agency's CRT maturity level to tailor education and assets.
Recruit New Referring Partners (Net New): Identify and prioritize suitable brokerages, agencies, MGAs, and wholesalers. Conduct multi-channel outreach to partner leadership, present the value proposition, and onboard them into the partner program. Test messaging, value propositions, and entry points to optimize recruitment. Develop scalable playbooks for partner recruitment, including sequences, templates, and pitch materials.
Enable Producers at Scale (The Real Job): Activate individual producers within signed partners to ensure consistent referral flow. Create enablement materials such as talking points, one-pagers, training sessions, and co-branded assets to simplify the referral process. Identify and re-engage dormant or under-activated partners by diagnosing and addressing the reasons for inactivity. Manage partner onboarding and ongoing engagement programs to maintain TrustLayer's visibility among frontline producers. Maintain follow-up with partners who do not immediately send referrals, continuing to add value until the timing is right.
Use AI to Cover More Ground: Leverage AI tools (Claude and Claude Code) for tasks such as automating outreach and follow-up, generating and personalizing enablement content, and extracting insights from partner data. Build lightweight internal tooling to enhance efficiency. Address scalability challenges through tooling rather than solely relying on headcount.
Own Channel Health & Growth: Drive measurable growth in partner-sourced deal volume. Track partner performance, proactively identify at-risk relationships, and focus on high-potential partners. Analyze referral bottlenecks and experiment with solutions. Collaborate with Sales to ensure clean handoffs of referred deals. Align with the Partners Team to avoid overlapping outreach efforts. Support Marketing by providing feedback on effective messaging and content for producers. Feed channel analysis into business expansion strategies and future hiring plans.
Think Like a Revenue Operator: Document successful strategies at each stage of the partner lifecycle for replication. Conduct experiments to determine the effectiveness of different engagement tactics (e.g., producer lunch-and-learns vs. email cadences, co-branded assets vs. referral rates). Develop scoring models to prioritize partner and producer attention. Contribute to quarterly planning with data-driven recommendations.