Location: Hybrid – NYC Metropolitan Area
In-office expectation: 2–3 days per week in our Midtown office
The Opportunity
We’re looking for a high-energy Partnership Sales Manager to help Virtual Incentives grow revenue through new partner relationships, referrals, co-selling, and partner-led sales opportunities.
This is a quota-carrying individual contributor sales role for someone who enjoys prospecting, building relationships, creating opportunities, and closing business. You’ll identify and develop new partner relationships, activate existing referral and technology relationships, and work closely with our Sales, Marketing, Product, and Account Management teams to turn partnerships into qualified pipeline and revenue.
A key focus of this role will be identifying companies that have direct access to Virtual Incentives’ ideal customers, including CRMs, ERPs, Procure-to-Pay platforms, and other technology and business service providers. You’ll also work with existing VI customers and integrated platforms to uncover introductions, new opportunities, and partner-led sales opportunities.
You don’t need to be a partnerships expert or have built a partnership program before. We’re looking for someone with a strong sales foundation who is comfortable opening doors, conducting discovery, following up consistently, and moving opportunities through a sales process. You should be commercially minded, proactive, organized, and motivated by creating revenue through relationships.
If you enjoy sales, building relationships, and finding creative ways to open new doors, this is an opportunity to develop your career at the intersection of sales, partnerships, technology, and payments.
What You’ll Own
You’ll be responsible for building pipeline and generating revenue through new and existing partner relationships. You’ll spend significant time prospecting for new partners, developing relationships, identifying opportunities, and working with the Sales team to turn partner relationships into qualified opportunities and closed business.
Key Responsibilities
Generate New Partner and Sales Opportunities
- Carry an individual sales quota and consistently work toward and achieve revenue targets.
- Generate qualified pipeline through outbound prospecting, referrals, introductions, networking, and co-selling opportunities.
- Identify and engage companies that have relationships with VI’s target customers.
- Own opportunities from initial outreach through discovery, proposal, negotiation, and close, with support from internal teams as appropriate.
- Consistently meet activity, pipeline, and revenue goals.
- Maintain accurate and disciplined pipeline management in VI’s CRM, including outreach, opportunities, next steps, and results.
Prospect and Develop New Partners
- Identify companies, platforms, consultants, and other organizations that may be strong referral, technology, or sales partners for Virtual Incentives.
- Research prospective partners and develop targeted outreach based on their business model, customers, and potential fit with VI.
- Build and maintain a target list of high-potential partners.
- Conduct outbound outreach through email, phone, LinkedIn, referrals, events, and other channels.
- Schedule and lead introductory conversations and discovery meetings.
- Clearly communicate the value of partnering with Virtual Incentives.
- Follow up consistently and move prospective partners through the sales process.
- Build relationships with prospective partners and identify opportunities for future collaboration and revenue.
Develop Opportunities Within the Technology Ecosystem
- Develop a strong understanding of Virtual Incentives’ technology integrations and capabilities, including our Procure-to-Pay and ERP ecosystem.
- Identify organizations within these ecosystems that have relationships with VI’s target customers and may be strong referral or sales partners.
- Use existing integrations, customer relationships, and success stories to identify new partner opportunities.
- Work with partners to identify where VI’s solutions may add value to their customers.
- Turn partner relationships and introductions into qualified sales opportunities.
Grow Existing Partner Relationships
- Build relationships with existing integrated, referral, and technology partners to identify new opportunities.
- Work with partners to identify prospective customers and generate introductions.
- Support joint sales efforts, referrals, and co-selling activities.
- Help partners understand Virtual Incentives’ solutions and recognize potential customer opportunities.
- Follow up on partner-generated opportunities and maintain momentum throughout the sales process.
- Track partner activity, opportunities, and results in the CRM.
Execute the Partnership Sales Process
- Manage day-to-day partnership sales activity from prospecting through close.
- Conduct discovery conversations to understand partner needs, customer relationships, and potential opportunities.
- Develop and deliver presentations, proposals, and partnership materials.
- Coordinate with Sales, Marketing, Product, Legal, and Account Management to move opportunities forward.
- Support commercial discussions and coordinate agreements with the appropriate internal teams.
- Work with internal stakeholders to ensure a smooth transition when a partnership or sales opportunity moves forward.
Create Partner-Led Customer Opportunities
- Work with partners to identify their customers and prospects that may benefit from Virtual Incentives’ solutions.
- Leverage customer introductions, referrals, events, and joint outreach to generate qualified sales opportunities.
- Collaborate with the Sales team to ensure partner-generated leads are properly qualified, pursued, and tracked.
- Develop repeatable approaches for generating pipeline from partner relationships.
- Use customer success stories and existing relationships to build credibility and accelerate new conversations.
Market Research & Sales Intelligence
- Research relevant companies, platforms, competitors, and trends within the incentives, rewards, payments, and technology ecosystem.
- Stay informed on developments that may create new partner or sales opportunities.
- Share prospect and market feedback with Sales, Marketing, and leadership.
- Test new outreach approaches and use results to continuously improve prospecting and partnership sales effectiveness.
What We’re Looking For
Required Qualifications
- 2–4 years of experience in sales, business development, partnerships, channel sales, account management, or another revenue-generating role.
- Demonstrated experience generating pipeline through outbound prospecting, referrals, networking, or other business development activities.
- Experience working toward individual sales targets, quotas, or measurable revenue goals.
- Strong outbound sales skills and comfort initiating conversations with new prospects.
- Excellent communication, presentation, and relationship-building skills.
- Strong follow-through, organization, and ability to manage multiple opportunities simultaneously.
- Comfortable working in a fast-paced environment with a high level of accountability.
- Experience using Salesforce or another CRM to manage pipeline and sales activity.
- Strong commercial judgment, curiosity, and a genuine desire to win new business.
Preferred Qualifications
- Experience in B2B SaaS, FinTech, payments, incentives, rewards, or technology.
- Experience selling to or working with enterprise or B2B customers.
- Exposure to referral, channel, technology, or partner-based selling.
- Bachelor’s degree or equivalent professional experience.
What Success Looks Like
In Your First 90 Days
- Learn Virtual Incentives’ products, customers, sales process, and partner ecosystem.
- Develop a strong understanding of our technology integrations and where they can create partner opportunities.
- Build a targeted list of prospective partners.
- Establish consistent outbound prospecting and outreach habits.
- Begin developing relationships with prospective and existing partners.
- Generate qualified partner conversations and early-stage opportunities.
- Build a well-organized and accurate pipeline in Salesforce.
Within 6–12 Months
- Build a healthy pipeline of prospective partners and partner-sourced sales opportunities.
- Establish relationships with a growing number of high-potential partners.
- Generate qualified leads and opportunities through new and existing partnerships.
- Create opportunities leveraging VI’s existing technology integrations and customer relationships.
- Generate introductions and sales opportunities through targeted outreach.
- Consistently achieve partnership sales activity, pipeline, and revenue goals.
- Close new revenue through partner-sourced and co-sell opportunities.
- Develop repeatable prospecting and partner engagement practices.
- Become a knowledgeable and reliable resource for partners and the Sales organization.
Why Join Virtual Incentives
- Fast-paced, high-growth environment with a human-first culture.
- Opportunity to make a direct impact on revenue and company growth.
- Work alongside a collaborative team that values execution, creativity, discipline, and impact.
- Opportunity to develop expertise across sales, partnerships, technology, and payments.
- Opportunity to grow into a larger partnerships or sales role as the channel expands.
Local Metro Area Candidates Preferred; no relocation assistance provided.
Virtual Incentives is an Equal Opportunity Employer.
Qualified candidates must be legally authorized to be employed in the United States. We are unable to provide sponsorship for employment visa status (e.g., H-1B, OPT, or TN status) for this employment position. We are also unable to offer relocation for this position.
Compensation: $70,000–$80,000 base + variable compensation, with approximately $100,000–$115,000 OTE, depending on experience and performance.
