Broker Partner Manager (Broker Development Representative)

TrustLayer is at the forefront of revolutionizing risk management by automating and simplifying the certificate of insurance process. They are seeking their first dedicated Broker Partner Manager to own the broker referral channel and drive measurable growth in partner-sourced deal volume. The role involves recruiting new brokerages, enabling producers, and collaborating across teams to enhance operational efficiency.

Responsibilities:

• 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?
• 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
• 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
• 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
• 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
• 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
• Your channel analysis informs expansion strategy and future partner hiring
• 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