About this role
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:
PrismHR is a fast-paced SaaS company which provides customers with a cloud-based payroll process software application. PrismHR also provides professional services including system implementation consulting, custom configurations, and training. Lastly, via the Company’s Marketplace platform customers and end users access other human resources and employee benefits applications from PrismHR’s Marketplace Partners.
Diversity, Equity and Inclusion Program/Affirmative Action Plan:
We have transformed our company into an inclusive environment where individuals are valued for their talents and empowered to reach their fullest potential. At PrismHR, we strive to continually lead with our values and beliefs that enable our employees to develop their potential, bring their full self to work, and engage in a world of inclusion.
Ensuring an inclusive environment for our employees is an integral part of the PrismHR culture. We aren't just checking a box, we are truly committed to creating a workplace that celebrates the diversity of our employees and fosters a sense of belonging for everyone. This is essential to our success. We are dedicated to building a diverse, inclusive, and authentic workplace, so if you’re excited about our roles but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for these open roles or other open roles. We particularly encourage applicants from traditionally under-represented groups as we seek to increase the diversity of our workforce and provide fair opportunities for all.
As a proud Equal Opportunity and Affirmative Action Employer, PrismHR encourages talent from all backgrounds to join our team. Employment decisions are based on an individual’s qualifications as they relate to the job under consideration. The Company’s policy prohibits unlawful discrimination based on sex (which includes pregnancy, childbirth, breastfeeding, or related medical conditions, the actual sex of the individual, or the gender identity or gender expression), race, color, religion, including religious dress practices and religious grooming practices, sexual orientation, national origin, ancestry, citizenship, marital status, familial status, age, physical disability, mental disability, medical condition, genetic information, protected veteran or military status, or any other consideration made unlawful by federal, state or local laws, ordinances, or regulations.
The Company is committed to complying with all applicable laws providing equal employment opportunities. This commitment applies to all persons involved in the operations of the Company and prohibits unlawful discrimination by any employee of the Company, including supervisors and co-workers.
Privacy Policy: For information about how we collect and use your personal information, please see our privacy statement available at https://www.prismhr.com/about/privacy-policy.
PrismHR provides reasonable accommodation for qualified individuals with disabilities and disabled veterans in job application procedures. If you have any difficulty using our online system and you need a reasonable accommodation due to a disability, you may use the following alternative email address to contact us about your interest in employment at PrismHR: [email protected]. Please indicate in the subject line of your email that you are requesting accommodation. Only candidates being considered for a position who require an accommodation will receive a follow-up response.
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