Founding Partnership Lead - Ecosystem / Product Partnerships

Responsibilities

• Build Terminal’s ecosystem partnership motion from the ground up across telematics service providers, original equipment manufacturers, and enrichment data providers.
• Define partner ICPs and segmentation, then build a targeted sourcing plan.
• Run partner deals end-to-end, from discovery and technical diligence through commercial negotiation, agreement, and launch planning.
• Negotiate data rights, attribution and provenance, permissioning and consent, auditability, SLAs, and commercialization terms.
• Create partner-facing materials, including decks, one-pagers, and standard deal constructs, plus an internal deal-review cadence.
• Drive product-led integrations and partner activation through technical scoping, integration planning, authentication and rate-limit alignment, mapping, testing, and go-live.
• Partner with Product and Integration Engineering to deliver production-grade integrations with retries, rate-limit handling, schema-drift management, diagnostics, and freshness/SLA reporting.
• Ensure integrations lead to downstream consumption by insurers, fleet platforms, fuel cards, and logistics and transportation platforms.
• Codify a repeatable partner operating model, including lifecycle stages, onboarding checklists, timelines, templates, escalation paths, and enablement assets.
• Build reporting for onboarding funnel performance, time-to-live, activation, incident and support load, and expansion.
• Establish cross-functional processes that turn partner friction into product improvements.
• Define the scaling plan for partner operations, solutions, and partner engineering, and participate in future hiring.

Requirements

• 5–7 years of experience in ecosystem partnerships, platform partnerships, API or data partnerships, or business development in a technical product environment.
• Demonstrated ability to close and operationalize partnerships, not only manage relationships.
• Technical fluency with APIs, webhooks, file exports, data schemas, normalization and versioning, provenance and attribution, permissioning and consent, and production reliability.
• Strong cross-functional leadership across Engineering, Legal, and Commercial teams.
• Ability to translate ambiguity into execution.
• High ownership, bias to action, and a results-driven approach.

Nice to Have

• Entrepreneurship or founder experience, including building a function from 0 to 1 at an early-stage company.
• Familiarity with telematics, OEM data ecosystems, fleet or logistics software, or insurance data workflows.
• Experience designing scalable partner programs and standard deal constructs.

Compensation and Benefits

• Base salary: $180,000–$220,000 CAD.
• Meaningful equity.
• Brand-new MacBook and computer equipment.
• Health and dental benefits with a flexible healthcare spending account.
• Personal spending account for professional development, fitness, and wellness.
• Four weeks of paid time off plus statutory holidays.
• In-person culture with an office in downtown Toronto.
• Travel as needed for partner meetings and industry events, approximately 15–25%, primarily to the United States.