Referral Partner Manager - Chandler, AZ

Prismhr-2; Duluth (GA); Remote; USD 45,000 - 78,000; Full time

Job summary

VirgilHR is seeking an early-career Partner Development Representative - Referral Partnerships to build a nationwide pipeline of referral partners across the United States. You will identify prospective partners, enroll them in the program, and cultivate relationships that generate qualified introductions for our direct account executives.

You will work with the Sales Director and SVP Growth, collaborating with Marketing to activate partner relationships into customer opportunities and bookings.

Qualifications

• Recent college graduate with a bachelor’s degree in Business, Marketing, Communications, or a related field.
• 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.
• Comfortable initiating conversations by phone and email, asking thoughtful questions, and maintaining consistent follow-up.
• Coachable, curious, resilient, and motivated by measurable goals and team success.

Responsibilities

• Research and build a prioritized pipeline of prospective referral partners nationwide, including HR consultants, benefits brokers, payroll providers, accounting firms, and other organizations serving employers.
• Prospect through phone, email, LinkedIn, 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.

Skills

Clear communicator

Prospecting

CRM systems

Organization

Coachable

Self-motivated

Education

Bachelor’s degree in Business/Marketing/Communications

Tools

HubSpot

Salesforce

LinkedIn Sales Navigator

Job description

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, LinkedIn, 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 established with the VP, Growth and supported through an onboarding and ramp-up plan.

Who You Are

• Recent college graduate with a 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.
• Comfortable initiating conversations by phone and email, asking thoughtful questions, and maintaining consistent follow-up.
• Strong communicator who listens well, builds trust, and can 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
  • LinkedIn Sales Navigator
• Familiarity with Microsoft 365 is helpful.
• Interested in HR technology and compliance, with a commitment to learning VirgilHR’s services and customer needs.

Location and Travel

• U.S.-based role with nationwide partner coverage.
• Ability to coordinate outreach and meetings across multiple U.S. time zones.
• Occasional travel may be required for:
  • Team onsite meetings
  • Industry events
  • Partner meetings
• Anticipated travel requirement is up to approximately 20%.

Compensation and Benefits

• 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 customers referred by referral partners assigned to this position, where:

• The customer opportunity closes through a VirgilHR direct account executive.
• The opportunity is properly attributed to the assigned referral partner.

Important compensation guidelines:

• Recruiting or enrolling a partner alone does not generate commission.
• For multi-year customer agreements, commission is based on the committed revenue for the first year only.
• The written commission plan will specify:
  • Commission rates
  • Quota requirements
  • Attribution and eligibility rules
  • Payment timing
• Partner assignment and referral attribution must be properly documented in the CRM.

Equal Opportunity

VirgilHR is committed to building a team that represents a variety of backgrounds, perspectives, and skills. We are proud to be an equal opportunity employer.

If you require accommodations during any part of the application process, please contact:

[e-mail]