Partner Development Manager

Responsibilities

New Partner Development

• Identify, prospect, and qualify reseller partners across fleet management companies, telematics providers, and VARs.
• Build and manage an outbound partner pipeline.
• Own the full sales cycle for partner agreements, including discovery, pitching, commercial negotiation, legal coordination, and signing.
• Evaluate prospects based on market fit, geographic fit, program maturity, and pipeline potential.
• Build executive relationships with prospective partners.
• Maintain accurate pipeline records in Salesforce or partner-tracking tools.

Existing Partner Growth

• Manage 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 across new segments, use cases, regions, and product attach.
• Drive partner performance against joint business plans.
• Support QBRs, joint marketing initiatives, and co-selling motions.

Cross-Functional Collaboration

• Partner with Sales to track, support, and close partner-sourced and partner-influenced opportunities.
• Understand partner business models, competitive positioning, and channel economics.
• Represent partner feedback, blockers, and market intelligence to Product, Marketing, and Partnerships leadership.

Requirements

• 10+ years of experience in partnerships, channel sales, or strategic account management, preferably in B2B SaaS, fleet, telematics, or a related industry.
• Demonstrated success sourcing and closing new partner agreements and growing revenue within an existing partner portfolio.
• Strong sales and commercial orientation, including experience with pipeline, ARR, attach rates, and growth levers.
• Proven revenue growth through third-party partners or resellers.
• Experience managing complex, multi-stakeholder deals, commercial negotiations, and legal or contracting processes.
• Strong executive presence and senior stakeholder relationship-building skills.
• Ability to manage a diverse partner portfolio independently and with strong organization.
• Excellent written and verbal communication and presentation skills.
• Experience with Salesforce or similar CRM and partner-tracking tools.
• Bias toward action, ownership, and proactive growth identification.

Nice-to-Haves

• Familiarity with fleet management, telematics, or the FMC/VAR reseller landscape.

Benefits

• Multiple health and dental coverage options, with 100% employee and 50% family coverage.
• Vision insurance.
• Incentive stock options.
• 401(k) match of 4%.
• Four weeks of PTO, increasing after the second year.
• 12 company holidays and two floating holidays.
• Paid parental leave.
• FSA and HSA options.
• Short- and long-term disability coverage.
• Community service, professional development, and wellbeing funds.
• Business expense stipend.
• Mac laptop and new-hire equipment stipend.