<div class="content-intro"><p>A little about us…Fleetio is a modern software platform that helps thousands of organizations worldwide manage their fleet operations. Transportation technology is a hot market, and we’re leading the charge with raving fans and new customers signing up every day. We raised $450M in our Series D funding round in March of 2025 and are on an exciting trajectory as a company. Fleetio is also a proud <a href="https://rubyonrails.org/foundation">founding member of the Rails Foundation</a>!</p> <p><strong>More about our team and company:</strong></p> <ul> <li>Fleetio overview video: <a href="https://www.youtube.com/watch?v=YoXyXTFWbkg">https://www.youtube.com/watch?v=YoXyXTFWbkg</a></li> <li>Our careers page: <a href="https://www.fleetio.com/careers">https://www.fleetio.com/careers</a></li> </ul></div><p><iframe src="https://www.youtube.com/embed/6sKyV6gyGjM" width="560" height="314"></iframe></p> <p>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 <em>and</em> 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."</p> <p>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.</p> <h3><strong>What You'll Do</strong></h3> <p><strong>New Partner Development</strong></p> <ul> <li>Identify, prospect, and qualify new reseller partner candidates across FMC, Telematics, and VAR segments, building and managing your own outbound pipeline.</li> <li>Own the full sales cycle for new partner agreements — discovery, pitch, commercial negotiation, legal/redline coordination — through signature.</li> <li>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.</li> <li>Build relationships with executive sponsors at prospective partner organizations to secure buy-in and accelerate path-to-close.</li> <li>Maintain an accurate, up-to-date view of the partner pipeline (stage, blockers, next actions, target ETA) in Salesforce/partner tracking tools.</li> </ul> <p><strong>Existing Partner Growth</strong></p> <ul> <li>Own a book of signed reseller partners end-to-end — from onboarding and enablement through renewal and expansion.</li> <li>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.</li> <li>Proactively identify incremental revenue opportunities within existing partner accounts — new segments, new use cases, underpenetrated regions, or expanded product attach.</li> <li>Drive partner performance against joint business plans, holding partners (and internal stakeholders) accountable to commitments and timelines.</li> <li>Support QBRs, joint marketing initiatives, and co-selling motions with key partners.</li> </ul> <p><strong>Across Both</strong></p> <ul> <li>Partner closely with internal Sales teams to ensure partner-sourced and partner-influenced opportunities are tracked, supported, and closed efficiently.</li> <li>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.</li> <li>Represent the voice of the partner internally — surfacing blockers, feedback, and market intelligence to Product, Marketing, and Partnerships leadership.</li> </ul> <h3><strong>What We're Looking For</strong></h3> <ul> <li>10+ years of experience in partnerships, channel sales, or a strategic account management role — ideally in B2B SaaS, fleet, telematics, or a related vertical.</li> <li>Demonstrated success in <strong>both</strong> 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.</li> <li>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.</li> <li>Proven track record of growing revenue through third-party partners/resellers, with concrete examples from both new-logo signing and existing-account expansion.</li> <li>Comfort managing complex, multi-stakeholder deals — including commercial negotiation and coordinating through legal/contracting cycles.</li> <li>Strong executive presence; experience building and maintaining relationships with senior partner stakeholders and sponsors, pre- and post-signature.</li> <li>Highly organized and self-directed — able to manage a diverse portfolio of partners at very different stages (prospecting, qualification, contracting, ramping, mature) si