Partner Development Manager

About the role

Fleetio is seeking a Partner Development Manager to build and grow a portfolio of strategic reseller relationships, including FMCs, telematics providers, and VARs. This role requires a balance of hunting for new partner opportunities and farming existing accounts to drive revenue growth. You will work cross-functionally to manage the full partner lifecycle, from initial prospecting and negotiation to ongoing enablement and expansion.

Responsibilities

• Identify, prospect, and qualify new reseller partner candidates across FMC, Telematics, and VAR segments.
• Own the full sales cycle for new partner agreements, including discovery, pitch, commercial negotiation, and legal coordination.
• Manage 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, tracking targets for assets under management, ARR, and pipeline.
• Proactively identify incremental revenue opportunities within existing partner accounts.
• Drive partner performance against joint business plans and hold stakeholders accountable to commitments.
• Support QBRs, joint marketing initiatives, and co-selling motions with key partners.
• Represent the voice of the partner internally to Product, Marketing, and Partnerships leadership.

Required skills

• Partnerships
• Channel sales
• Strategic account management
• B2B SaaS
• Salesforce
• Pipeline management
• Commercial negotiation

Nice to have

• Fleet management
• Telematics
• FMC landscape
• VAR landscape

Qualifications

• 10+ years of experience in partnerships, channel sales, or a strategic account management role

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Incentive stock options
• 401(k) match
• Paid time off
• Parental leave
• FSA & HSA options
• Short and long term disability
• Professional development funds

About the Company

Fleetio is a modern software platform that helps thousands of organizations worldwide manage their fleet operations. The company is a founding member of the Rails Foundation and is currently on an exciting growth trajectory following a Series D funding round.