Referral Partner Manager - Chandler, AZ

Who We Are

VirgilHR helps HR professionals make confident employment decisions by making employment and labor law information accessible and easy to understand. Our technology delivers timely guidance as HR teams navigate day-to-day compliance tasks. As a growing company, we help organizations improve HR efficiency while managing compliance risk.

The Opportunity

We are hiring an early-career Partner Development Representative - Referral Partnerships to build a nationwide pipeline of organizations that can refer VirgilHR services to their customers through our referral partner program.

You will identify and engage prospective partners, help bring them into the program, and develop relationships that produce qualified customer introductions for our direct account executives.

This is VirgilHR’s single dedicated referral partner position, with responsibility across the United States and both partner segments. You will receive coaching from the Sales Director and SVP, Growth, and collaborate with Sales and Marketing to activate partner relationships into customer opportunities and closed bookings.

This role is designed for a recent college graduate with up to one year of sales experience, including college internships.

Partner Segments and Territory

Your territory is nationwide across the United States. Referrals may include customers of any company size.

Partner segmentation is based on the employee size of the majority of each partner’s customers:

• SMB Referral Partners
  :
  Organizations whose customers are predominantly businesses with 0-500 employees.
• Mid-Market Referral Partners
  :
  Organizations whose customers are predominantly businesses with 500+ employees.

What You Will Do

• Research and build a prioritized pipeline of prospective referral partners nationwide, including HR consultants, benefits and insurance brokers, payroll providers, accounting firms, and other organizations serving employers.
• Prospect through phone, email, Linked In, events, and inbound inquiries; identify decision-makers and secure introductory meetings.
• Qualify partner fit by understanding 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; 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 upon target customer adoption rates for VirgilHR services 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.

How Success Is Measured

• Maintaining a qualified prospective partner pipeline equal to at least three (3) times quota across both partner segments.
• New partners enrolled and activated, including:
  • Time to first referral
  • Repeat referral activity
• Qualified customer referrals accepted by direct account executives and resulting opportunity pipeline creation.
• First-year committed revenue (bookings) generated from closed customer opportunities attributed to assigned referral partners.
• Accurate CRM data, documented attribution, and timely follow-up with partners and account executives.

Specific activity targets, partner goals, and booking expectations will be…