[Hiring] Partner Development Manager @Fleetio

Role Description

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'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.

What You'll Do

• 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.

Qualifications

• 10+ years of experience in partnerships, channel sales, or a strategic account management role — ideally in B2B SaaS, fleet, telematics, or a related vertical.
• 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.
• 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.
• Proven track record of growing revenue through third-party partners/resellers, with concrete examples from both new-logo signing and existing-account expansion.
• Comfort managing complex, multi-stakeholder deals — including commercial negotiation and coordinating through legal/contracting cycles.
• Strong executive presence; experience building and maintaining relationships with senior partner stakeholders and sponsors, pre- and post-signature.
• Highly organized and self-directed — able to manage a diverse portfolio of partners at very different stages (prospecting, qualification, contracting, ramping, mature) simultaneously.
• Excellent written and verbal communication skills; comfortable presenting performance and plans to both partners and internal leadership.
• 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.
• 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.

Benefits

• Multiple health/dental coverage options (100% coverage for employee, 50% for family)
• Vision insurance
• Incentive stock options
• 401(k) match of 4%
• PTO - 4 weeks (increases at year two!)
• 12 company holidays + 2 floating holidays
• Parental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid)
• FSA & HSA options
• Short and long term disability (short term 100% paid)
• Community service funds
• Professional development funds
• Wellbeing fund - $150 quarterly
• Business expense stipend - $125 quarterly
• Mac laptop + new hire equipment stipend
• Fully stocked kitchen with tons of drinks & snacks (BHM only)
• Remote working friendly since 2012 #LI-Remote