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.