Partner Development Manager

• Fleetio is looking for a Partner Development Manager to build and grow a portfolio of strategic reseller relationships — Fleet Management Companies (FMCs), telematics providers, and VARs — across the full partner lifecycle
• This is a true hunter-farmer role: you’ll be equally accountable for sourcing, qualifying, and signing new reseller partners and for managing and growing the partners already in your book
• You’re comfortable running a cold or warm partner pipeline from first conversation to signed agreement, and just as comfortable sitting across from an existing partner asking “where’s our next dollar of growth together.”
• You’ll work cross-functionally with Sales, Marketing, Product, and Legal to build the partner pipeline, close new agreements, enable partners post-signature, and turn signed relationships into ramped, revenue-generating accounts
• New Partner Development
• Identify, prospect, and qualify new reseller partner candidates across FMC, Telematics, and VAR segments, building and managing your own outbound pipeline
• Own the full sales cycle for new partner agreements — discovery, pitch, commercial negotiation, legal/redline coordination — through signature
• Score and prioritize prospective partners against Fleetio’s qualification criteria (market fit, geographic fit, program maturity, pipeline potential) to focus effort on the highest-value opportunities
• Build relationships with executive sponsors at prospective partner organizations to secure buy-in and accelerate path-to-close
• Maintain an accurate, up-to-date view of the partner pipeline (stage, blockers, next actions, target ETA) in Salesforce/partner tracking tools
• Existing Partner Growth
• Own a book of signed reseller partners end-to-end — from onboarding and enablement through renewal and expansion
• Build and maintain a shared definition of “growth” with each partner: agreed targets for assets under management, ARR, and pipeline, tracked consistently and revisited regularly
• Proactively identify incremental revenue opportunities within existing partner accounts — new segments, new use cases, underpenetrated regions, or expanded product attach
• Drive partner performance against joint business plans, holding partners (and internal stakeholders) accountable to commitments and timelines
• Support QBRs, joint marketing initiatives, and co-selling motions with key partners
• Across Both
• Partner closely with internal Sales teams to ensure partner-sourced and partner-influenced opportunities are tracked, supported, and closed efficiently
• Develop a deep understanding of each partner’s business model, competitive position, and channel economics in order to tailor Fleetio’s value proposition and identify white space
• Represent the voice of the partner internally — surfacing blockers, feedback, and market intelligence to Product, Marketing, and Partnerships leadership

Benefits

• Health & Wellness: Taking care of you and your family is important to us. Our healthcare plans deliver choice and value so you can prioritize your health
• 401k Match: Plan for your future. We match your retirement contributions up to 4% of your salary each pay period
• PTO/Holidays: Four weeks of paid time off (PTO), two floating holidays, as well as 12 company holidays
• Parental Leave: We provide all our team members (birthing & non-birthday parents) time off to care for and bond with their newborn or newly adopted children
• Stock Options: At Fleetio, we grant all our team members options to acquire an ownership stake in Fleetio
• Professional Development: Team members get an annual professional development allowance to invest in their own professional growth

• A strong sales and commercial orientation: you think in terms of pipeline, ARR, attach rate, and growth levers, whether the partner is brand-new or five years in
• Highly organized and self-directed — able to manage a diverse portfolio of partners at very different stages (prospecting, qualification, contracting, ramping, mature) simultaneously
• Proven track record of growing revenue through third-party partners/resellers, with concrete examples from both new-logo signing and existing-account expansion
• Experience with CRM/partner tracking tools (Salesforce or similar) for pipeline and account management
• Familiarity with the fleet management, telematics, or FMC/VAR reseller landscape is a strong plus
• Strong executive presence; experience building and maintaining relationships with senior partner stakeholders and sponsors, pre- and post-signature
• Demonstrated success in both new business development (sourcing and closing new partner/channel agreements) and account growth (expanding revenue within an existing partner book) — this is not a role for a pure hunter or a pure farmer
• Bias toward action and ownership — you don’t wait to be told where the next dollar of growth is, whether that’s a brand-new partner or an existing one; you go find it
• Excellent written and verbal communication skills; comfortable presenting performance and plans to both partners and internal leadership
• Comfort managing complex, multi-stakeholder deals — including commercial negotiation and coordinating through legal/contracting cycles
• 10+ years of experience in partnerships, channel sales, or a strategic account management role — ideally in B2B SaaS, fleet, telematics, or a related vertical