Head of Partnerships

Standard Fleet is building the next generation of fleet management software. We treat vehicles as first-class citizensso operators can connect to track and manage their fleets without installing cumbersome aftermarket dongles. We started with EVs and now were building the platform for every drivetrain: electric hybrid and ICE. Our mission is to modernize commercial transportation by setting a new standard for how fleets are connected operated and scaled.

Every member of the Standard Fleet team is fueled by a deep passion for transportation and is committed to making our products meaningfully better each week. We come from companies like Apple Uber Tesla Stripe Yelp and Embark. Were growing quickly having raised $20m in total funding.

Standard Fleet is well-funded and backed by some of Silicon Valleys top investors. Some of our founding team members including our CEO David Hodge previously founded Embark a popular mobility software company that was acquired by Apple. Weve succeeded before and were now back at it and swinging for the fences.

Were seeking a Head of Partnerships reporting to the CEO to own and scale the partnership engine that drives our growth. Youll own the end-to-end deal cycle across strategic revenue partnerships automaker OEM relationships and the broader ecosystemsourcing structuring negotiating and closing the agreements that unlock new revenue distribution and product leverage. This is a rare opportunity for a hands-on closer who wants the mission the ownership and the challenge of building partnerships at a company thats already moving fast.

• Automaker (OEM) Partnerships: 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.

• Strategic Partnerships (Revenue Generation): Own the end-to-end deal cycle for revenue-generating partnershipssource 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.

• Ecosystem & Other Partnerships (Revenue Enablement): Own broader ecosystem partnerships. Partner with GTM and Product to define what good looks like for each ecosystem partnervalue proposition enablement and rollout plan.

We dont believe in qualification checkboxes for candidates. These often cause great candidates to think theyre not qualified. If you think you can help us scale our business lets talk and see if were a fit.

• You have 810 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.

• 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

• Experience at a high-growth startup from Series A through Series C

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

• 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

• You primarily manage relationships rather than create and close strategic opportunities

• You prefer managing teams over personally owning critical deals

• You enjoy strategic discussions more than execution

• You need significant structure and direction to operate effectively

• Competitive salary & equity

• Top notch health dental & vision insurance

• 401(k) retirement plan

• All equipment provided by Standard Fleet

• First EV purchase subsidy

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

Required Experience:

Director