# Head of Partnerships

**Company:** [Coast](https://hotfix.jobs/companies/coast)
**Location:** New York, NY
**Role:** Partnerships
**Experience:** 10+ years
**Skills:** Partnerships, Channel Sales, Business Development, Revenue Sharing, Pricing Strategy, Sales Enablement, Go-to-Market Strategy, Sales Operations, Revenue Operations, Partner Marketing, Pipeline Management, Financial Analysis, Artificial Intelligence
**Posted:** 2026-09-04

> Leads Coast’s embedded and channel partnerships business, owning distribution strategy, major platform deals, partner activation, channel sales operations, and team growth. Requires 10+ years in partnerships or channel sales, experience closing embedded distribution deals, and strong commercial and analytical judgment.

## Job Description

## 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.

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