Referral Partner Manager, Chandler, AZ

About the Role

VirgilHR is seeking an early-career Partner Development Representative - Referral Partnerships to build a nationwide pipeline of organizations that can refer VirgilHR services through our referral partner program. This role is designed for a recent college graduate with up to one year of sales experience, including college internships.

Partner Segments and Territory

• Territory: Nationwide across the United States.
• Partner Segments:
• 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.

Key Responsibilities

• 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.
• 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.

Requirements & Tech Stack

• 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.

Qualifications

• 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.

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.
• 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.
• Salary range, target earnings, and benefits information will be provided separately.