---
title: 'Partner Development Manager at Fleetio'
canonical: 'https://feeny.ai/job/partner-development-manager-fleetio-united-states-hfh4w5n5nxx5'
type: 'job'
last_seen: '2026-09-17'
---

# Partner Development Manager at Fleetio

- **Company:** Fleetio
- **Location:** United States
- **Work type:** remote
- **Posted:** 2026-09-03
- **Last confirmed live:** 2026-09-17
- **Apply:** https://job-boards.greenhouse.io/fleetio/jobs/5228674007

## Job description

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
- 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.

## About Fleetio

## Company Overview
- **One-liner**: Fleetio provides a comprehensive fleet management software platform that helps organizations track, analyze, and improve their vehicle maintenance, compliance, and operational spend.
- **Entity Type**: Private (Series D, 2025)
- **Headquarters**: Birmingham, Alabama, United States
- **Founded**: 2012
- **Founders**: Tony Summerville (Founder & Executive Chairman)

## Core Business
- **Primary industry**: Fleet management software / SaaS for vehicle and equipment operations
- **Target customers**: B2B – any organization with a fleet, including construction, government, trucking & freight, service providers, and small to large enterprises (fleets of 10 to thousands of vehicles)
- **Mission**: "Make it easy to manage a fleet so organizations can spend more time focusing on their own mission."

## Products & Services
- **[Fleetio Platform](https://www.fleetio.com/)**: A cloud-based SaaS platform for managing vehicle maintenance, compliance, fuel, drivers, parts, and equipment. Features include automated maintenance scheduling, AI-powered service assessments (AI Service Advisor), telematics integrations, smart document uploads, cost controls, and real-time reporting. Integrates with a network of 80,000+ repair shops for outsourced maintenance approvals.
- **[Auto Integrate](https://www.linkedin.com/company/fleetio/life)** (acquired 2025): Adds capabilities for automated vehicle inspection and data capture.

## Market Standing
- **Valuation/Market Cap**: Not publicly disclosed
- **Key Metric**: Total Funding of **$620.1M** (as of April 2025) and estimated annual revenue of **$16M** (LinkedIn estimate, 2025)
- **Notable Investors/Partners**: Goldman Sachs Alternatives (lead in Series D), Elephant (lead in Series B, C, and co-lead in Series D), Samsara (ISV Partner of the Year 2024)
- **Growth Signals**: 
  - Headcount grew **28.9% YoY** to 377 employees (2025)
  - Raised **$450M Series D** in April 2025
  - Acquired **Auto Integrate** in March 2025
  - Recognized as **Fast Company Most Innovative Companies** (2025), **IoT Breakthrough Fleet Platform of the Year** (2025), and **Forbes Best Fleet Management Software** (2023-2024)
  - Over **1,000,000 fleet assets** powered by the platform

## Competitive Advantages
- **Comprehensive all-in-one platform**: Combines maintenance, compliance, fuel, driver, and spend management in a single system, reducing complexity for fleet operators.
- **AI-powered intelligence**: AI Service Advisor evaluates repair orders, flags exceptions, and automates approval workflows, turning raw data into actionable insights.
- **Large partner network**: Integration with 80,000+ repair shops and telematics providers (e.g., Samsara) creates a strong ecosystem moat.
- **High customer satisfaction**: 4.8/5 rating based on over 1,000 reviews on G2 and Capterra.
- **Remote-first culture since founding**: Attracts top talent across the US, Canada, and Mexico.

## Strategic Focus
- **Expanding AI capabilities**: Embedding practical intelligence into workflows to help fleet managers make faster, data-driven decisions.
- **Scaling to larger enterprises**: Series D investment and hiring for public sector and enterprise account executives signal a push into government and large commercial fleets.
- **Geographic growth**: Already serving customers in 100+ countries, with plans to deepen presence through acquisitions (Auto Integrate) and new market segments.

## Why Work Here
- **Remote-friendly**: Fully remote positions available across the US, Canada, and Mexico, with a central HQ in Birmingham for optional collaboration.
- **Culture & values**: Emphasizes ownership, intelligence, intensity, and integrity. Recognized as one of Birmingham Business Journal's Best Places to Work for five consecutive years.
- **Perks & benefits**: 401k match up to 4%, comprehensive health & wellness plans, four weeks PTO + 12 company holidays + 2 floating holidays, parental leave for all parents, stock options for all employees, and an annual professional development allowance.
- **Engineering culture**: Built on Ruby on Rails; Fleetio is a founding member of The Rails Foundation. Teams work on AI, integrations, and scalable infrastructure.
- **Growth opportunities**: Fast-growing company (28.9% headcount growth YoY) with a clear path for career advancement and exposure to cutting-edge fleet technology.

## Sources
1. [fleetio.com - About page](https://www.fleetio.com/about)
2. [fleetio.com - Careers page](https://www.fleetio.com/careers)
3. [fleetio.com - Homepage](https://www.fleetio.com/)
4. [Greenhouse - Fleetio jobs](https://job-boards.greenhouse.io/fleetio/jobs/5149262007)
5. [LinkedIn - Fleetio Life](https://www.linkedin.com/company/fleetio/life)

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