Territory Business Development & Account Representative - Illinois - 110k+ OTE (Remote) (Must Live in Illinois)

About the role

The 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.

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.

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.

Benefits

• Base salary range annually is $65,100-$84,000 depending on experience + "on target earnings" (OTE) commission incentive (uncapped), which combined range at approximately $110,000 annually on average
• 401(k)
• Dental Insurance
• Health Insurance
• Vision Insurance
• Paid Holidays
• Paid Time Off
• Ongoing Professional Training online via Litmos