Referral Partner Manager - Chandler, AZ

Vensure Employer Solutions•Duluth, GA

About The Position

VirgilHR is hiring an early-career partner development professional to build and manage a nationwide pipeline of organizations that can refer VirgilHR services to their customers. This is the company’s single dedicated referral partner position, covering SMB and mid-market partner segments throughout the United States. The role identifies and engages prospective partners, guides them through enrollment and onboarding, and develops relationships that generate 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 focuses on partners whose customers are predominantly businesses with 0–500 employees (SMB) or 500+ employees (mid-market). Success is measured by maintaining a qualified prospective partner pipeline of at least three times quota across both segments; enrolling and activating partners; generating qualified referrals and opportunity pipeline; and producing first-year committed revenue from closed customer opportunities attributed to assigned partners. Accurate CRM records, attribution, and timely follow-up are also expected. Specific activity targets, partner goals, and booking expectations will be established with the VP, Growth and supported through an onboarding and ramp-up plan. This is a U.S.-based role with nationwide partner coverage and coordination across multiple U.S. time zones. Travel of up to approximately 20% may be required for team onsite meetings, industry events, and partner meetings. Compensation includes base salary plus variable commission; salary range, target earnings, and benefits information will be provided separately. Commission is tied to first-year committed revenue from eligible customer opportunities closed by a VirgilHR direct account executive and properly attributed to an assigned referral partner. Enrolling a partner alone does not generate commission.

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; 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.
Interest in HR technology and compliance, and commitment to learning VirgilHR’s services and customer needs.
Ability to coordinate outreach and meetings across multiple U.S. time zones.

Nice To Haves

Familiarity with Microsoft 365.
Experience through a college sales internship.

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 identify 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; 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.