Head of Partnerships

The Head of Partnerships at Standard Fleet is responsible for scaling the partnership engine that drives the company’s growth. Reporting to the CEO, this role will oversee strategic revenue partnerships, automaker OEM relationships, and broader ecosystem partnerships.

Responsibilities

• Provide strategic framing and support for OEM relationships, partnering closely with internal stakeholders to build durable, mutually beneficial collaborations.

• Work with Legal and counterparties on contracts and compliance so agreements move forward smoothly.

• Own the end-to-end deal cycle for revenue-generating partnerships—source and qualify targets, structure commercial terms, drive internal alignment, and close.

• Build and maintain a repeatable pipeline with partner segmentation, outreach motions, and a system for tracking deal stage and next steps.

• Own broader ecosystem partnerships. Partner with GTM and Product to define what “good” looks like for each ecosystem partner—value proposition, enablement, and rollout plan.

Qualifications

• You have 8–10 years of experience in strategic partnerships, business development, or related leadership roles.

• You have built and scaled partnership programs that created new revenue channels, distribution advantages, product capabilities, or strategic leverage.

• You have personally negotiated and closed complex commercial agreements with large enterprises, technology platforms, financial institutions, or ecosystem partners.

• You are a player-coach who closes deals yourself while building the systems, processes, and team that make partnerships scalable.

• You have experience leading critical partnerships while mentoring and developing partnership, business development, or go-to-market talent.

• You have experience navigating complex legal, compliance, procurement, or regulatory environments.

• You have strong executive presence and can build credibility with senior leaders both internally and externally.

Nice-to-Have Experience

• Structuring SaaS, platform, channel, or revenue-sharing agreements.

• Experience in mobility, automotive, fleet management, transportation, fintech, or payments.

• Experience working with OEMs, reseller channels, marketplaces, or platform ecosystems.

• Familiarity with regulated industries where legal, compliance, and procurement are key stakeholders.

What Great Looks Like

• You have built partnerships that became a meaningful growth driver for the company.

• You have created partnerships that unlocked new revenue streams, new product capabilities, or durable competitive advantages.

• You can clearly articulate how you identified, negotiated, launched, and expanded a partnership—not just how you signed the contract.

Benefits

• Competitive salary & equity

• Top notch health, dental, & vision insurance

• 📈 401(k) retirement plan

• 💻 All equipment provided by Standard Fleet

• 🚗 First EV purchase subsidy

Location

This role is based out of San Francisco, CA. Our office is located downtown and is dog-friendly.