Partner Development Manager

🕒 October 14

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

🤝 Client Partner

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 10%

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Fleetio

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2012

📦 Logistics

💼 Consulting

🚗 Transport

💰 $21.1M Series B on 2020-11

Logistics • Consulting • Transport

Fleetio is a comprehensive fleet management software provider that helps organizations track, analyze, and improve their fleet operations. The platform offers tools for vehicle maintenance, tracking fuel usage, managing drivers, and ensuring regulatory compliance. Fleetio aims to enhance efficiency and reduce costs for businesses with fleets of all sizes by providing real-time data and insights.

📋 Description

• Identify, prospect, and qualify new reseller partner candidates across FMC, Telematics, and VAR segments. • Own the full sales cycle for new partner agreements, including discovery, pitch, commercial negotiation, legal/redline coordination, and signature. • Score and prioritize prospective partners using market fit, geographic fit, program maturity, and pipeline potential. • Build relationships with executive sponsors at prospective partner organizations. • Maintain accurate partner pipeline data in Salesforce or partner tracking tools. • Own signed reseller partners from onboarding and enablement through renewal and expansion. • Establish and track partner growth targets for assets under management, ARR, and pipeline. • Identify incremental revenue opportunities within existing partner accounts. • Drive partner performance against joint business plans. • Support QBRs, joint marketing initiatives, and co-selling motions. • Partner with internal Sales teams to track, support, and close partner-sourced and partner-influenced opportunities. • Understand partner business models, competitive positions, and channel economics to tailor Fleetio’s value proposition. • Represent partner feedback, blockers, and market intelligence internally to Product, Marketing, and Partnerships leadership.

🎯 Requirements

• 10+ years of experience in partnerships, channel sales, or a strategic account management role — ideally in B2B SaaS, fleet, telematics, or a related vertical. • Demonstrated success in both new business development and account growth. • Strong sales and commercial orientation, including pipeline, ARR, attach rate, and growth levers. • Proven track record of growing revenue through third-party partners/resellers. • Comfort managing complex, multi-stakeholder deals, including commercial negotiation and legal/contracting cycles. • Strong executive presence and experience with senior partner stakeholders and sponsors. • Highly organized and self-directed; able to manage a diverse portfolio of partners simultaneously. • Excellent written and verbal communication skills; comfortable presenting performance and plans. • Experience with CRM/partner tracking tools (Salesforce or similar). • Familiarity with the fleet management, telematics, or FMC/VAR reseller landscape is a strong plus. • Bias toward action and ownership.

🏖️ Benefits

• Multiple health/dental coverage options (100% coverage for employee, 50% for family) • Vision insurance • Incentive stock options • 401(k) match of 4% • PTO - 4 weeks (increases at year two!) • 12 company holidays + 2 floating holidays • Parental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid) • FSA & HSA options • Short and long term disability (short term 100% paid) • Community service funds • Professional development funds • Wellbeing fund - $150 quarterly • Business expense stipend - $125 quarterly • Mac laptop + new hire equipment stipend • Fully stocked kitchen with tons of drinks & snacks (BHM only) • Remote working friendly since 2012

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