[All remote jobs](https://jobicy.com/jobs.md)[![Fleetio logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2023/07/e571b83c37e0ed5371754d319be16e76.jpeg)](https://jobicy.com/company/fleetio.md)[Fleetio](https://jobicy.com/company/fleetio.md) # Partner Development Manager Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/fleetio.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUndisclosedDepartment[Business Development](https://jobicy.com/categories/business.md)EmploymentFull TimeExperienceDirectorPublished15 Oct 2026Apply before14 Nov 2026Listing views38Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Fleetio is hiring a senior Partner Development Manager to source, close, enable, and grow reseller partnerships across fleet management companies, telematics providers, and VARs. This hunter-farmer role owns the full partner lifecycle, from outbound prospecting and commercial negotiations through onboarding, renewals, expansion, and joint business planning. The manager will collaborate closely with Sales, Marketing, Product, and Legal while maintaining rigorous partner pipeline and performance tracking in Salesforce. Success depends on growing partner-sourced revenue, ARR, attach rate, assets under management, and co-selling outcomes. The role requires substantial channel-sales experience, executive relationship management, and independent portfolio ownership. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior, revenue-carrying channel role requiring 10+ years of experience and success in both net-new partner acquisition and expansion of an existing partner book. It involves complex commercial negotiations, legal cycles, executive stakeholders, cross-functional coordination, and accountability for measurable partner revenue growth. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$155,000US market range (per year)$130k–$190k0$209.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer salary was disclosed. The yearly cadence and USD market estimate are inferred from the full-time, senior US-based remote partner-development role and typical B2B SaaS channel-sales compensation conventions; estimated market figures represent base salary only and exclude variable compensation, equity, and benefits. ## Core skills Skills and capabilities most closely associated with this opportunity. [Channel sales](https://jobicy.com/jobs?search_keywords=Channel%20sales.md)[Partner development](https://jobicy.com/jobs?search_keywords=Partner%20development.md)[Business development](https://jobicy.com/jobs?search_keywords=Business%20development.md)[Strategic partnerships](https://jobicy.com/jobs?search_keywords=Strategic%20partnerships.md)[Reseller management](https://jobicy.com/jobs?search_keywords=Reseller%20management.md)[Account growth](https://jobicy.com/jobs?search_keywords=Account%20growth.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Commercial negotiation](https://jobicy.com/jobs?search_keywords=Commercial%20negotiation.md)[Contract coordination](https://jobicy.com/jobs?search_keywords=Contract%20coordination.md)[Executive stakeholder management](https://jobicy.com/jobs?search_keywords=Executive%20stakeholder%20management.md)[Joint business planning](https://jobicy.com/jobs?search_keywords=Joint%20business%20planning.md)[Co-selling](https://jobicy.com/jobs?search_keywords=Co-selling.md)[ARR growth](https://jobicy.com/jobs?search_keywords=ARR%20growth.md)[Fleet technology](https://jobicy.com/jobs?search_keywords=Fleet%20technology.md) Sample interview questionsDescribe a reseller partner you sourced and took from first outreach through a signed agreement.I would explain how I defined the ideal partner profile, conducted targeted outreach, qualified strategic fit and revenue potential, built executive sponsorship, and navigated commercial and legal reviews. I would quantify the resulting pipeline, signed revenue potential, time to close, and early activation outcomes. How do you balance acquiring new partners with growing an existing partner book? I use clear portfolio segmentation and operating rhythms. I reserve structured time for high-potential new-logo prospecting while assigning existing partners growth plans, regular pipeline reviews, QBRs, and measurable targets so expansion work remains proactive rather than reactive. What metrics would you use to evaluate reseller partner performance? I would track partner-sourced and partner-influenced pipeline, closed ARR, conversion rates, sales-cycle duration, active sellers, enablement completion, product attach, assets under management, renewal performance, and progress against joint business-plan commitments. How would you handle a strategic partner that has signed an agreement but is not producing revenue? I would diagnose the gap through a structured review of enablement, executive alignment, seller incentives, target segments, pipeline quality, product fit, and internal support. I would then agree on a time-bound recovery plan with named owners, leading indicators, and escalation points, while reassessing investment if commitments are not met. How do you manage complex negotiations involving multiple partner stakeholders and legal teams? I establish stakeholder maps, decision criteria, a mutual action plan, and a clear commercial narrative early in the process. I keep discussions moving by documenting open issues, assigning owners and deadlines, aligning internal legal and leadership teams in advance, and maintaining transparent communication with the partner. Opportunity details ## About this role. 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](https://rubyonrails.org/foundation)! More about our team and company: * Fleetio overview video: [https://www.youtube.com/watch?v=YoXyXTFWbkg](https://www.youtube.com/watch?v=YoXyXTFWbkg) * Our careers page: [https://www.fleetio.com/careers](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. Show more [Apply now >](https://jobicy.com/jobs/155354-partner-development-manager-2.md) > Annual salary information is not provided for this position. 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