Partner Development Manager - Fleetio

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'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 and account growth.
• A strong sales and commercial orientation: you think in terms of pipeline, ARR, attach rate, and growth levers.
• Proven track record of growing revenue through third-party partners/resellers.
• 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.
• Highly organized and self-directed — able to manage a diverse portfolio of partners at very different stages simultaneously.
• Excellent written and verbal communication skills.
• Experience with CRM/partner tracking tools (Salesforce or similar).
• Familiarity with the fleet management, telematics, or FMC/VAR reseller landscape is a strong plus.
• Bias toward action and ownership.