Partnerships Manager - Rental industry (car rental, fleet management)

About Carla AI

Carla AI is an AI-powered voice agent designed to handle inbound calls, take reservations, process payments, and provide 24/7 customer support. It was initially developed for the car rental industry across North America, integrating directly with rental management systems.

Carla AI is now an independent business unit with its own leadership team, aiming to expand into broader rental and services verticals.

The Opportunity

We are seeking a Partnerships Manager to build and scale Carla AI's ecosystem partnerships. This role involves building the partner ecosystem, developing and executing a sourcing strategy, driving commercial impact through partnerships, supporting partner sales enablement, coordinating integration delivery, and managing relationships.

What You’ll Do

• Build the partner ecosystem
• Identify, qualify, and onboard partners across various categories
• Develop and execute a partner sourcing strategy
• Drive commercial impact through partnerships
• Support partner sales enablement
• Coordinate integration delivery
• Manage relationships and governance

What Success Looks Like

• In the first 90 days: mapped the ecosystem, initiated partnerships, and set up CRM and documentation
• In 6 to 12 months: produced qualified leads, integrated multiple partners, and established governance

Required Experience

• 2 to 5 years of experience in partnerships, business development, or channel sales within B2B SaaS
• Demonstrated ability to source, negotiate, and close partnership agreements
• Strong project coordination skills, able to manage multiple integration workstreams and stakeholders
• Builder mindset: create and refine partner programs, playbooks, and processes
• Clear, confident communicator with strong relationship-building skills
• Familiarity with SaaS products and API-based integrations
• Self-motivated, detail-oriented, and comfortable working in a fast-paced, evolving environment

PREFERRED EXPERIENCE

• Experience in the rental industry (car rental, equipment rental, fleet management) or adjacent verticals like automotive, travel tech, or mobility
• Experience working with marketplace or platform ecosystems
• Familiarity with modern CRM and partner management tools
• Experience in a high-growth or early-stage SaaS environment