TrustLayer is building an AI-powered risk operating system that helps businesses orchestrate workflows, automate compliance, and make smarter decisions about third-party risk and insurance verification. We sit at the center of a network of more than 400,000 connected parties, and as a rapidly growing SaaS company we're on a mission to significantly expand our market presence and impact.

The opportunity

Our broker referral channel is the strongest, fastest-growing part of a go-to-market motion that already works. We're ready to put a dedicated operator behind it. As our first Broker Partner Manager, you'll own the channel end to end and turn it into a repeatable growth engine.

This isn't a logo-collecting job. Your mandate is referral volume that shows up as revenue — recruiting net-new brokerages, activating producers inside partners who signed but never referred, re-engaging partners who've gone quiet, and building the enablement that makes producers comfortable putting us in front of their clients. You'll own the full arc from "this brokerage has never heard of us" to "their producers refer us by reflex."

Why this role is rare You won't just hit a number — you'll systematize the cleanest growth lever in the business and build the playbook future partner hires will run. Do it well, and the channel (and the team that grows around it) is yours to lead.

We'll be honest about the trade: there's no finished playbook, and no one will hand you daily direction. If that sounds draining, this isn't the right seat. If it sounds like the best part of the job, keep reading.

What you'll do

• Become a CRT resource. Build real working knowledge of contractual risk transfer — contracts, insurance requirements, downstream compliance — and how top brokers talk about it. Lead partner conversations with curiosity, map how large agencies are structured, and multi-thread between producers and leadership.
• Recruit new referring partners. Identify and prioritize brokerages, agencies, MGAs, and wholesalers that fit our profile. Run multi-channel outreach, deliver the pitch, and turn what works into a scalable recruiting playbook.
• Enable producers at scale (the real job). Activate producers inside signed partners so referrals actually flow. Build the enablement layer — talking points, one-pagers, training, co-branded materials — and wake up dormant partners by diagnosing why they went quiet.
• Use AI to cover more ground. Lean on Claude and Claude Code to do the work of a much larger team: automating outreach, personalizing enablement content, and pulling insight from partner data. Build your own lightweight tooling instead of waiting on engineering.
• Own channel health. Drive measurable growth in partner-sourced deal volume, flag at-risk relationships early, find where referrals leak, and experiment with fixes.
• Collaborate across GTM. Hand referred deals to mid-market AEs clean, coordinate with the Partners team, and feed Marketing what messaging actually drives referrals.

What you'll bring

• 2+ years in insurtech or adjacent insurance tech — ideally BDR/SDR, partnerships, or channel. This is a channel-builder hire, not a producer/broker hire.
• Proven comfort running high-volume outbound (cold calls and cold email).
• A working understanding of how agencies operate and what actually motivates a referral, plus experience with mid-market/enterprise cycles and insurance buying committees.
• AI fluency: you already reach for Claude or similar to draft, analyze, and automate, and you're comfortable with (or eager to learn) Claude Code.
• Fluency in Notion, LinkedIn, and Sales Navigator.
• Relationship range — you can influence a brokerage principal and energize a room of producers — plus the enablement instinct to package a pitch a busy producer can deliver cold, and writing that gets replies.
• Startup or build-from-scratch experience is a strong plus.

Who thrives here

This role rewards self-direction. You spot the under-activated partner and go fix it without being asked. You treat every tactic as a hypothesis and read failure as data. You own your channel numbers, and when something isn't working you adjust rather than explain.

Compensation & logistics

• Base: $60,000–$85,000
• OTE: $90,000–$105,000
• Location: Tampa / St. Pete, FL — hybrid (required in our Tampa office a few days a week). Remote only on case by case basis