Head of Partnerships

Head of Partnerships

The Head of Partnerships will lead Fullbay’s efforts to build, scale, and manage partnerships across the commercial vehicle repair, fleet, and logistics ecosystem. Reporting to the Chief Marketing Officer, this senior leader will be responsible for developing a strategic framework and hands-on execution plan for all partnership initiatives — including commercial agreements, integrations, channel sales, referral and reseller programs, and key industry relationships.

This role requires a mix of strategic vision and tactical drive. The ideal candidate brings proven experience building partnership programs from the ground up, a strong network in transportation and logistics, and a track record of creating mutually beneficial relationships that drive measurable business growth.

Primary Duties & Responsibilities:

• Develop and execute Fullbay’s partnership strategy in alignment with company objectives and in collaboration with the executive team.
• Identify, negotiate, and manage strategic and commercial partnerships, including integrations, referral programs, resellers, OEM and dealer relationships, and industry associations.
• Build scalable frameworks for partner tiers, incentives, and performance metrics to track impact and revenue contribution.
• Own revenue targets tied to channel and partnership programs, balancing short-term results with long-term strategic growth.
• Serve as the primary relationship owner for key partners, leading regular business reviews and joint planning sessions.
• Collaborate closely with Product, Marketing, Sales, Legal, and Finance to support integrations, co-marketing efforts, deal structure, and compliance.
• Act as the internal champion for partnership opportunities — surfacing new ideas, coordinating with cross-functional teams, and ensuring execution alignment.
• Represent Fullbay externally at trade shows, industry events, and association meetings to promote partnerships and expand the company’s presence in the market.
• Develop and maintain dashboards and reporting cadences to measure partnership health, ROI, and strategic fit.
• Define and track key performance indicators for partnership success, including partner-driven revenue, number of new integrations, partner activation rates, and overall ROI.
• Adhere to all confidentiality, compliance, and company standards.
• Perform other duties as assigned.

Minimum Education & Work Experience:

• Bachelor’s degree required; MBA or equivalent advanced experience preferred.
• 8–12 years of experience in partnerships, business development, or channel strategy, ideally within transportation, logistics, or fleet management/maintenance technology.
• Demonstrated success in building and scaling partnership programs from inception to measurable impact.
• Proven ability to structure and negotiate commercial agreements (rev-share, reseller, or integration-based).
• Experience working cross-functionally at an executive level to drive alignment and results.

Key Skills and Qualifications:

• Deep understanding of the fleet repair, independent repair and logistics ecosystem, including OEMs, telematics providers, and aftermarket networks.
• Strategic thinker who can operate independently and execute tactically.
• Exceptional relationship management and communication skills, with strong executive presence.
• Data-driven and financially fluent, comfortable managing revenue targets and partnership ROI.
• Entrepreneurial mindset with the ability to thrive in an evolving, fast-paced environment.
• High degree of professionalism, integrity, and collaborative energy.
• Experience in SaaS, software ecosystems, or technology integrations preferred.

Physical Demands and Work Environment:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

• Regularly required to sit at a desk in front of a computer and use hands to finger, handle, or feel objects, tools, or controls (including a computer keyboard and operating a telephone), lift and/or move up to 10 pounds. 
• Frequently requires the use of hands and arms for reaching, as well as the ability to walk and communicate effectively through speaking and listening.
• Specific vision abilities required by this position include close vision, color vision, and the ability to adjust focus.   
• Noise level in the work environment is usually moderate.
• Type on a computer keyboard and look at a computer monitor, and operate a cell phone or a computer-based phone.

Salary : $200,313 - $245,000