Referral Partner Manager - Chandler, AZ

Vensure Employer Solutions•Duluth, GA

About The Position

VirgilHR is hiring an early-career Partner Development Representative for its nationwide referral partnerships program. This is the company’s single dedicated referral partner position, covering both SMB and mid-market partner segments throughout the United States. The role builds and manages relationships with organizations that can refer VirgilHR services to their customers, with the goal of generating qualified customer introductions for VirgilHR’s direct account executives. The position receives coaching from the Sales Director and SVP, Growth, and collaborates with Sales and Marketing to turn partner relationships into customer opportunities and closed bookings. The role is intended for a recent college graduate with up to one year of sales experience, including college internships. It involves researching and prospecting prospective partners, qualifying and onboarding them, providing approved enablement, and supporting partner activity through consistent follow-up and coordination with direct account executives. The direct account executives lead customer discovery, demonstrations, pricing, negotiations, and closing. Success is measured by qualified partner pipeline, partner enrollment and activation, referral activity and quality, opportunity creation, first-year committed revenue from closed opportunities attributed to assigned partners, and accurate CRM records and timely follow-up. Specific activity targets, partner goals, and booking expectations will be established with the VP, Growth and supported by an onboarding and ramp-up plan. The role is U.S.-based with nationwide partner coverage and requires coordinating outreach and meetings across multiple U.S. time zones. Occasional travel may be required for team onsite meetings, industry events, and partner meetings; anticipated travel is up to approximately 20%. Compensation consists of base salary plus variable commission. Salary range, target earnings, and benefits information will be provided separately. Commission is based on first-year committed revenue from qualifying customer opportunities closed by a VirgilHR direct account executive and properly attributed to an assigned referral partner. Recruiting or enrolling a partner alone does not generate commission. The written commission plan will specify rates, quota requirements, attribution and eligibility rules, and payment timing.

Requirements

Bachelor’s degree in Business, Marketing, Communications, or a related field; equivalent relevant experience is also welcome.
Up to one year of sales, business development, customer-facing, or related experience; college sales internships qualify, and prior full-time SaaS experience is not required.
Comfort initiating conversations by phone and email, asking thoughtful questions, and maintaining consistent follow-up.
Strong communication and listening skills, ability to build trust, and ability to clearly explain a program’s value.
Organized and detail-oriented, with the ability to manage outreach activities, partner relationships, and opportunity handoffs across a nationwide territory.
Coachable, curious, resilient, and motivated by measurable goals and team success.
Willingness to learn CRM and prospecting platforms such as HubSpot, Salesforce, and LinkedIn Sales Navigator.
Ability to coordinate outreach and meetings across multiple U.S. time zones.
Interest in HR technology and compliance, with a commitment to learning VirgilHR’s services and customer needs.

Nice To Haves

Familiarity with Microsoft 365.
Prior college sales internship experience.

Responsibilities

Research and build a prioritized nationwide pipeline of prospective referral partners, including HR consultants, benefits and insurance brokers, payroll providers, accounting firms, and other organizations serving employers.
Prospect by phone, email, LinkedIn, events, and inbound inquiries; identify decision-makers and secure introductory meetings.
Qualify partner fit by assessing customer mix, relationships with HR decision-makers, referral potential, and willingness to participate in the program.
Explain VirgilHR’s value proposition and referral program, guide interested organizations through enrollment and onboarding, and coordinate program terms and approvals with the VP, Growth.
Help partners recognize customer needs that align with VirgilHR services and provide approved messaging, referral instructions, and introductory product education.
Activate partners through marketing and sales enablement activities focused on increasing customer adoption of VirgilHR services.
Propose and agree on target customer adoption rates with key partner advocates.
Maintain regular contact with assigned partners, encourage customer introductions, and follow up to convert enrolled partners into active referral sources.
Capture customer needs, contact information, and referral context; coordinate timely handoffs to the appropriate direct account executive and confirm receipt and next steps.
Work with direct account executives to track referred opportunities through close and provide appropriate status updates to partners.
Support direct account executives, who lead customer discovery, demonstrations, pricing, negotiations, and closing activities.
Maintain accurate CRM records for prospective and assigned partners, segment classifications, outreach activities, enrollment status, referrals, opportunity status, and partner attribution.
Collaborate with Marketing on partner outreach campaigns and approved enablement materials, and share feedback to improve the referral experience.
Review pipeline and partner activity with the VP, Growth, prioritize opportunities, and recommend practical improvements to the referral program.