Broker Partner Manager (Broker Development Representative)

Broker Partner Manager

TrustLayer is at the forefront of revolutionizing risk management by automating and simplifying the certificate of insurance (COI) process. Our innovative platform enables businesses to ensure compliance, mitigate risk, and enhance operational efficiency. As a rapidly growing SaaS company, we are on a mission to significantly expand our market presence and impact.

About the Role

We're hiring our first dedicated Broker Partner Manager to own the broker referral channel end-to-end and turn it into a repeatable growth engine. We've built a successful go-to-market motion, and our broker partnerships are the strongest, fastest-growing piece of it. Now we're ready to put a dedicated operator behind that channel and pour fuel on what already works.

Here's what makes this role different: You're not just signing logos. Your mission is referral volume that actually shows up as revenue, which means sometimes you're recruiting net-new brokerages into the program, sometimes you're activating individual producers inside a partner who signed but never referred, sometimes you're re-engaging a partner who's gone quiet, and sometimes you're building the enablement that makes a producer comfortable putting us in front of their client.

You'll work alongside a proven mid-market sales team and partner organization, owning the full arc from "this brokerage has never heard of us" to "their producers refer us by reflex." Your success or failure will be determined entirely by your drive, creativity, and ability to experiment. If you need structure, daily direction, or a finished playbook to follow, this isn't the role. If you're energized by building a channel from a strong foundation, thrive in ambiguity, and understand that channel growth requires relentless self-direction, this is your opportunity. This is an on-site role at our Tampa headquarters.

The Founding Mandate

You'll be our founding Broker Partner Manager, which means you're not just hitting a number. You're proving out and systematizing the single cleanest growth lever in the business.

Here's how this works: Execute at a high level, drive partner-sourced deal volume up and to the right, and build the recruiting and enablement playbook that future partner hires will run. When you succeed, you create the template for how TrustLayer scales its best channel, and you put yourself first in line to lead it. This is a build-it-and-own-it opportunity. No one will hold your hand. If you execute, the channel (and the team that grows around it) is yours to lead.

What You'll Actually Do

Become a Contractual Risk Transfer (CRT) Resource

• Build real working knowledge of contractual risk transfer and how top brokers talk about it (contracts, insurance requirements, downstream compliance)
• Educate partners by sharing clear, practical resources (talk tracks, one-pagers, checklists) that help them advise their clients
• Lead conversations with curiosity: ask about their book of business, where CRT breaks down, and what types of accounts they're trying to protect/grow
• Map the structure of large insurance agencies: understand who owns strategy, who runs partner motions, and who influences referrals
• Multi-thread intentionally:
• Call on producers to learn their book, what they're selling, and what client pain shows up around CRT
• Call on agency leaders to understand priorities, enablement gaps, and what they want their producers talking about
• Diagnose CRT maturity: Are they already leading with CRT, or do they need education + assets to confidently bring it to clients?

Recruit New Referring Partners (Net New)

• Identify and prioritize brokerages, agencies, MGAs, and wholesalers that fit our referral profile
• Run multi-channel outreach to partner leadership, deliver the pitch, and bring them into the TrustLayer partner program
• Test messaging, value props, and entry points to crack what makes a brokerage say yes
• Create the sequences, templates, and pitch materials that become our scalable partner-recruiting playbook

Enable Producers at Scale (The Real Job)

• Activate the individual producers inside signed partners so referrals actually flow, not just sit in a contract
• Build the enablement layer: talking points, one-pagers, training sessions, and co-branded materials that make referring effortless
• Find the dormant and under-activated partners, diagnose why they've gone quiet, and wake them back up
• Run partner onboarding and ongoing engagement programs that keep TrustLayer top of mind for frontline producers
• • Follow up and stay in touch with partners who don't send referrals immediately keep adding value until timing flips

Use AI to Cover More Ground

• Lean on AI tools (Claude and Claude Code) to do the work of a much larger team: automating outreach and follow-up, generating and personalizing enablement content, and pulling insight out of partner data
• Build your own lightweight internal tooling instead of waiting on engineering
• Treat "at scale" as a tooling problem, not a headcount problem

Own Channel Health & Growth

• Drive measurable growth in partner-sourced deal volume, the cleanest growth lever in our business
• Track partner performance, flag at-risk relationships early, and double down on high-potential ones
• Analyze where referrals stall or leak, then experiment with interventions to fix it

Collaborate Across GTM

• Partner with Sales: Work with mid-market AEs to make sure referred deals get handed off clean and close
• Align with the Partners Team: Coordinate so outreach strengthens rather than steps on existing relationships
• Support Marketing: Feed back what messaging lands with producers and what content actually drives referrals
• Enable the Business: Your channel analysis informs expansion strategy and future partner hiring

Think Like a Revenue Operator

• Document what works at each stage of the partner lifecycle so others can replicate it
• Run experiments: Does a producer lunch-and-learn beat an email cadence? Do co-branded assets lift referral rates?
• Build scoring models to prioritize which partners and producers deserve your attention
• Contribute to quarterly planning with data-driven recommendations

What We're Looking For

Experience & Background

• 2+ years of experience in insurtech (or adjacent insurance tech), ideally in a BDR/SDR, partnerships, or channel development role
• Comfortable running high-volume outbound: cold calls + cold email (and you've done it before)
• You understand how agencies operate and what motivates referrals but this is not a producer/broker-role-first hire
• Experience with mid-market or enterprise sales cycles and the buying committees inside insurance organizations
• Startup or build-from-scratch experience strongly preferred

Required Capabilities

• AI fluency: You already reach for Claude or similar tools to draft, analyze, and automate, and you're comfortable (or genuinely eager to get comfortable) with Claude Code and building your own lightweight tooling
• Tooling comfort: You know how to work in Notion, LinkedIn, and LinkedIn Sales Navigator to build lists, run process, and stay organized
• Relationship range: You can influence a brokerage principal in one conversation and energize a room of frontline producers in the next
• Enablement instinct: You can teach others to sell on your behalf, packaging the pitch so a busy producer can deliver it cold
• Data analysis: You can build channel reports, spot where referrals leak, and diagnose partner health
• Exceptional writing that gets responses across cold partner outreach and producer enablement

Essential Traits (Non-Negotiable)

• Extreme self-starter: You don't wait for direction. You spot the under-activated partner and go fix it
• Go-getter energy: You can take a