Director, Partner Relationships

About the role

Hargrove Management Services Organization, Inc. is a national legal-services support organization that works in collaboration with Hargrove Firm, a highly regarded estate and tax-planning firm based in Louisville, Kentucky. We provide the operational, technological, and client-service infrastructure that enables attorneys to deliver an efficient, high-quality estate-planning experience.

The Director, Partner Relationships is dedicated to a single enterprise RIA partnership and serves as that partner's primary point of contact at every level — from firm leadership down to individual advisors. This is a relationship-first, travel-heavy role: success depends on building genuine, in-person rapport with advisors across the partner's footprint and converting those relationships into referrals and plan volume. This is an individual-contributor seat without direct reports today — the role is built around one person going deep on one partnership rather than managing a team. The Director reports to the VP of Revenue and works closely with fellow directors during onboarding to learn our systems, demo process, and relationship-building playbook. As the partnership and the broader relationship management function mature, scope may expand or shift, including potential future support staff and managing multiple RIA relationships.

Responsibilities

• Own the Partner Relationship: Serve as the dedicated, single point of contact for your assigned firm(s) across all levels — firm leadership, regional offices, and individual advisors
• Build working knowledge of the partner's organizational structure and advisor base to prioritize outreach
• Travel regularly to the partner's offices and markets to build in-person relationships
• Drive Referral Volume Through Relationship-Building: Proactively engage advisors through in-person visits, LinkedIn outreach, and calls to generate referrals
• Plan and host advisor-facing touchpoints — lunches, dinners, small group events — designed to build rapport and drive plan volume
• Leverage CRM functionality to track which relationship-building activities convert to referrals to inform where to invest time and travel
• Operate with High Autonomy and Strategic Judgment: Independently plan outreach sprints and travel schedules across the partner's footprint
• Bring a self-starter, builder mentality — identify and pursue creative ways to engage advisors without needing day-to-day oversight
• Use time between travel productively for outreach and for strategic planning specific to the partner relationship
• Collaborate Cross-Functionally: Partner with fellow directors and leadership to iterate and improve process and strategy across partners
• Coordinate with Client Success and Marketing on lifecycle campaigns and journeys relevant to your assigned partner(s)
• Report on activity and outcomes to support the broader team's data and measurement systems

Qualifications

• Experience in a relationship-driven, quota-oriented role — sales, business development, account management, or partnerships
• Energized by heavy travel (regional and national) to build in-person relationships
• Highly self-motivated and comfortable operating with minimal oversight and no team beneath them
• Strong relationship-building skills with sophisticated, senior audiences (RIA leadership, financial advisors)
• Experience in estate planning, legal services, financial services, or other professional services environments a plus
• Familiarity with advisor-client service models or high-net-worth client expectations

Benefits

• Health, dental, and vision benefits
• 401(k) with lucrative matching
• Flexible PTO
• Fully remote work

Pay

• Performance bonus tied to scheduled and completed meetings