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Serve Robotics is building autonomous sidewalk robots for last-mile delivery in major US cities (Los Angeles, Miami, Dallas, Atlanta, Chicago). The company is seeking a Director of Strategic Partnerships and New Ventures to originate, structure, and close major partnerships and new business models that expand Serve's addressable market and routes to market.
Reporting directly to the Chief Strategy Officer, this is a zero-to-one commercial builder role. You will identify whitespace opportunities across enterprise partnerships, robotics, data, and other offerings. Your core responsibilities include: translating Serve's robotics capabilities, fleet infrastructure, autonomy technology, and data into new revenue streams and strategic growth; building strategic cases that turn undefined partner needs into fundable propositions; designing end-to-end deal structures from first principles, aligning incentives and allocating risk; owning the pitch to VP- and C-level decision-makers, translating complex technology into compelling business outcomes; negotiating and closing commercial terms; and partnering cross-functionally (Finance, Legal, Engineering, Product, Operations, Commercial) to validate economics, technical maturity, and execution feasibility before committing to outcomes.
Within the first 12 months, success means building a focused portfolio of credible material opportunities and signed commercial agreements with clear economics, funding commitments, execution ownership, and a credible path to scale. The role requires regular travel for partner meetings, conferences, and on-site collaboration.
REQUIREMENTS:
- 8+ years of relevant experience in management consulting, business development, strategic partnerships, corporate development, new ventures, or comparable roles, including personally selling hard or novel technology and originating, negotiating, and closing complex enterprise agreements
- Demonstrated ability to create opportunities from a blank sheet and drive material signed deal outcomes; experience structuring and negotiating multiple deal shapes
- Exceptional narrative, executive presence, and presentation skills
- Financial fluency to build, own, and defend models independently
- Comfort working in ambiguity at a company still defining its category
- Ability to work effectively as a remote team member with willingness to travel
- Experience securing first-of-their-kind deals in novel or new markets
PREFERRED:
- Start-up, logistics, last-mile delivery, marketplace, mobility, or robotics experience
- Experience structuring or negotiating joint ventures, co-investments, white label arrangements, or data licensing agreements
- Experience building a new business or partnerships motion at an early- or growth-stage company, moving from initial experiment to funded commercial offering
