About this role.
Fleetio seeks a senior Partner Development Manager to source, sign, enable, retain, and expand reseller relationships across fleet management companies, telematics providers, and VARs. This is a balanced hunter-farmer channel role requiring ownership of outbound partner development as well as growth of an existing partner portfolio. The manager will run commercial negotiations, coordinate legal and internal teams, maintain pipeline discipline in Salesforce, and drive joint business plans, QBRs, co-selling, and partner marketing. Success depends on growing partner-sourced revenue, ARR, product attach, assets under management, and pipeline while maintaining executive-level partner relationships.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I would explain how I prioritized the partner based on market fit, reach, technical compatibility, and revenue potential; built executive sponsorship; managed discovery and commercial negotiations; and coordinated legal review through signature. I would quantify outcomes such as time to close, sourced pipeline, launch milestones, and first-year revenue.
I segment partners by strategic potential, current performance, lifecycle stage, and required level of investment. I reserve structured weekly time for outbound development while using joint business plans, recurring performance reviews, and opportunity dashboards to identify expansion actions for active partners.
I would track partner-sourced and influenced pipeline, closed ARR, conversion rates, attach rate, assets under management, activation and enablement completion, renewal performance, sales velocity, and progress against joint commitments. I would pair these metrics with qualitative measures such as executive engagement, market alignment, and operational blockers.
I would map decision-makers, economic buyers, legal owners, and technical stakeholders early, then establish a mutual close plan with clear owners and dates. When issues arise, I focus on the underlying business concern, offer structured trade-offs within approved guardrails, and keep internal leadership aligned so negotiations continue without unnecessary delay.
I would review the partner’s customer segments, geographic coverage, product portfolio, sales motion, current Fleetio penetration, and pipeline data. I would then develop targeted plays—such as a new vertical campaign, underpenetrated region, co-selling motion, or additional product attach—and validate the plan through a joint business review with measurable targets.
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 founding member of the Rails Foundation!
More about our team and company:
- Fleetio overview video: https://www.youtube.com/watch?v=YoXyXTFWbkg
- Our careers page: https://www.fleetio.com/careers
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.
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.
What We’re Looking For
- 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
Fleetio provides equal employment opportunities to all employees and applicants and prohibits discrimination and harassment. We celebrate diversity and are committed to creating an inclusive environment for all. All employment is decided on the basis of qualifications, merit and business need.
This application is not intended to and does not create a contract or offer of employment. Employment with Fleetio is at will.
If you have a disability or a special need that requires an accommodation to fill out the online application, please let us know by calling (205) 718-7500.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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