Head of Partnerships

Responsibilities

• Own Coast’s embedded and channel partnerships function as a growth business, including partner-sourced pipeline, activated vehicles, revenue, CAC, and payback.
• Prioritize partner categories including telematics and fleet-management platforms, vertical and field-service software, fleet-management companies, resellers, associations, and referral networks.
• Define commercial models, including revenue share, referral fees, minimum commitments, incentives, pricing, and packaging for embedded distribution.
• Source, originate, negotiate, and close platform-scale partnerships from initial discussion through signed agreement.
• Build executive-level relationships and negotiate exclusivity, terms, termination, data rights, co-branding, service levels, and joint sales and marketing commitments.
• Collaborate with Product and Engineering on integration requirements.
• Create and execute partnership launch plans covering enablement, training, incentives, co-marketing, in-product placement, and joint pipeline reviews.
• Train and activate partner sales teams through on-site training, ride-alongs, sales kickoff participation, and field engagement.
• Own the partner-customer activation funnel with Product and Marketing.
• Establish governance, including executive sponsors, QBRs, shared KPIs, and escalation paths.
• Build the channel sales motion with Sales, including demand routing, compensation, co-selling, attribution, deal registration, forecasting, and reporting.
• Document repeatable processes for onboarding, enablement, co-selling, co-marketing, QBRs, tiering, and partnership remediation or termination.
• Hire, develop, and lead the partnerships organization.
• Represent the channel to the executive team and board using clear strategic perspectives and performance metrics.

Requirements

• 10+ years of experience in business development, embedded partnerships, or channel sales.
• Experience owning distribution as a business, including accountability for a number and unit economics, with influence over product, pricing, and packaging.
• Track record of personally sourcing, negotiating, and closing a major embedded or distribution partnership involving an integration, revenue share, joint go-to-market commitments, and a long negotiation with a larger counterparty.
• Ability to evaluate partner installed bases, distribution surfaces, conversion, and growth levers.
• Experience hiring and leading a partnerships team.
• Experience working with direct sales organizations and managing channel credit and co-selling dynamics.
• Strong analytical, communication, relationship-building, and presentation skills.
• AI-native mindset and willingness to use AI tools in daily work.
• High ownership, strong organization, and process-driven execution.
• Ability to manage ambiguity and build scalable operating structures.
• Willingness to travel approximately 20%.

Nice-to-Haves

• Experience in fintech, payments, B2B SaaS, or financial services.

Compensation and Benefits

• Compensation details were not provided.