[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:

• Accountable for sourcing, qualifying, and signing new reseller partners.
• Manage and grow existing partners.
• Work cross-functionally with Sales, Marketing, Product, and Legal.

What You'll Do

• New Partner Development
  • Identify, prospect, and qualify new reseller partner candidates.
  • Own the full sales cycle for new partner agreements.
  • Score and prioritize prospective partners against Fleetio's qualification criteria.
  • Build relationships with executive sponsors at prospective partner organizations.
  • Maintain an accurate view of the partner pipeline in Salesforce/partner tracking tools.
• Existing Partner Growth
  • Own a book of signed reseller partners end-to-end.
  • Build and maintain a shared definition of "growth" with each partner.
  • Proactively identify incremental revenue opportunities within existing partner accounts.
  • Drive partner performance against joint business plans.
  • Support QBRs, joint marketing initiatives, and co-selling motions.
• Across Both
  • Partner closely with internal Sales teams.
  • Develop a deep understanding of each partner's business model.
  • Represent the voice of the partner internally.

Qualifications

• 10+ years of experience in partnerships, channel sales, or a strategic account management role.
• Demonstrated success in both new business development and account growth.
• A strong sales and commercial orientation.
• Proven track record of growing revenue through third-party partners/resellers.
• Comfort managing complex, multi-stakeholder deals.
• Strong executive presence and relationship-building skills.
• Highly organized and self-directed.
• Excellent written and verbal communication skills.
• Experience with CRM/partner tracking tools.
• Familiarity with the fleet management, telematics, or FMC/VAR reseller landscape is a strong plus.
• Bias toward action and ownership.

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 drinks & snacks (BHM only).
• Remote working friendly since 2012.