What You'll Be DoingThe Partner Success Manager (PSM) is a sales-focused, relationship-driven role responsible for building, growing, and optimizing referral partnerships within an assigned territory. The primary objective is to increase Ignition Interlock Device (IID) referrals and BEZ high-risk insurance (SR-22/FR-44) engagement through consistent partner outreach, education, and sales execution.
PSMs must be proactive in educating partners-including law firms, courts, probation offices, judges, DUI schools, and treatment facilities-on the value of referring clients to Intoxalock while ensuring partners follow the correct referral process to secure accurate attribution, a key driver of team performance and partner incentives.
PSMs must also confidently navigate both attorney-driven and court-driven ecosystems, tailoring messaging and sales approach to each state's DUI journey and partner influence landscape. In addition, they will support the company's long-term strategy for Keepr, identifying opportunities to share with the Keepr Team, and integrating early-stage discussions as the product's go-to-market plan matures.
Duties and Responsibilities:
Sales Execution & Referral Growth- Prospect, pitch, and secure new high-value referral partners to grow IID and BEZ referral volume.
- Conduct structured sales calls, virtual meetings, and in-person partner visits to activate and strengthen relationships.
- Confidently engage with partners across both attorney networks and court ecosystems (probation, judges, treatment programs), adapting approach based on state-specific dynamics.
- Ensure partners understand and follow the correct referral submission process to maintain accurate attribution and maximize revenue impact.
- Promote BEZ insurance offerings as part of a unified partner message to support clients navigating the DUI process.
- Integrate Keepr into territory conversations where appropriate, identifying future partner opportunities and supporting early market readiness.
Territory & Partner Management- Develop and execute a territory plan to meet referral and revenue targets.
- Identify and prioritize high-potential partners using referral data, BI insights, market conditions, and state-specific DUI trends.
- Monitor and re-engage inactive or declining partners, rebuilding referral momentum where needed.
- Maintain updated partner profiles including contacts, referral history, state nuances, and strategic opportunity notes.
- Maintain a state breakdown that highlights risks, issues, regulatory nuances, market trends, and growth opportunities.
- Create and update a DUI Journey Map to identify the dominant influencer segments (attorney, monitoring authority, treatment) across assigned states.
Data-Driven Sales Management- Use BI dashboards to evaluate partner activity, territory trends, funnel performance, and referral patterns; incorporate insights into daily execution.
- Maintain exceptional CRM discipline including complete and accurate activity logging, follow-up notes, and partner data hygiene.
- Own KPI accountability - outbound activity, partner meetings, reactivation efforts, new partner acquisition, and referral volume.
- Analyze referral conversion trends and collaborate with Inside Sales to improve close rates.
Partner Education, Support & Competitive Intelligence- Provide ongoing training to partners on Intoxalock programs, BEZ insurance, DUI Dash, Log Reporter, and emerging Keepr offerings.
- Reinforce referral expectations and ensure partners are clear on how to submit leads effectively.
- Work with Compliance, Legal, Partner Support, Marketing, and Inside Sales to resolve partner issues and enhance the partner experience.
- Monitor competitors in assigned states and stay aware of promotions, pricing shifts, or new programs to ensure Intoxalock offerings remain competitive.
Contract & Partnership Operations- Work with partners, associations, and internal stakeholders to execute contracts for paid partnerships and association sponsorships within assigned states.
- Coordinate contract routing and signatures between partner organizations and Intoxalock leadership, ensuring timely and accurate completion.
- Obtain W9s from paid partners as required and assist in securing updated documentation to maintain compliance.
- Onboard new paid partners and association partners upon contract execution, ensuring they understand referral expectations, incentives, tools, and how to operate within the program successfully.
Tradeshows, Sponsorships & Events- Independently identify relevant tradeshows, conferences, and association events that align with territorial strategy and partner opportunities.
- Coordinate event planning closely with Marketing, including pre-show planning meetings and post-show performance reviews.
- Travel to and staff regional events solo, representing Intoxalock professionally and driving partner engagement.
- Attend larger or strategic events alongside the Outside Sales Manager when determined appropriate.
- Participate in events outside assigned states when partner attendance or strategic alignment justifies inclusion, or when directed by leadership.
Campaigns & Cross-Functional Initiatives- Lead and execute targeted campaigns, including outreach initiatives, partner reactivation cycles, and follow-up cadences, in collaboration with the Outside Sales Manager.
- Provide insights that improve campaign strategy, messaging, and results.
- Support product launches and new program rollouts (including Keepr) by gathering partner feedback and identifying early adopter opportunities.
Other Responsibilities:- Deliver weekly reports summarizing referral progress, KPIs, and territory insights.
- Follow established sales processes and contribute to ongoing improvements.
- Perform all other duties as assigned.
Job Requirements:- Prior experience in law enforcement, court systems, probation, or legal environments-paired with proven sales experience-is preferred.
- 2+ years in sales, business development, or a revenue-driven account management role.
- Experience in B2B sales, partnership development, or referral-based selling preferred.
- Proven ability to meet or exceed sales and revenue targets through strategic relationship management.
- Strong interpersonal and communication skills with the ability to build trust and maintain productive relationships.
- Experience in providing training, resources, or ongoing support to external partners.
- Proficiency in CRM systems (e.g., Zoho or HubSpot) and comfortable with documentation and data tracking.
- Highly organized with attention to detail and a proactive approach to identifying partner needs and opportunities.
- Ability to work cross-functionally and collaborate effectively with marketing, sales, and support teams.
- Strong problem-solving skills with a customer-centric mindset, dedicated to creating a positive and engaging partner experience.
Travel approximately 40-60%, which includes:- Regular in-state travel to meet partners, conduct trainings, and execute territory plans
- Attendance at tradeshows, conferences, bar associations, probation/treatment events, and other partner-rich opportunities
- Participation in larger or strategic events with the Outside Sales Manager when appropriate
- Occasional participation in events outside assigned states when partner presence or strategic goals justify involvement
- Travel volume varies according to territory size, density of opportunities, and strategic priorities.
- Dental Insurance
- Health Insurance
- Vision Insurance
- 401(k)
- Paid Holidays
- Paid Time Off
- Ongoing Professional Training online via Litmos
- And more
