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Coast is modernizing the U.S. B2B card payments infrastructure for commercial fleets, serving 500,000+ fleet operators and 40 million commercial vehicles. The company has built a cutting-edge spend management platform with native integrations into leading fleet management software like Samsara and Fleetio.
As Head of Partnerships, you will own Coast's embedded and channel partnerships function—a critical growth lever. You'll build and scale a second engine of growth alongside direct sales, reaching customer bases that direct sales cannot access independently.
Key responsibilities include:
**Channel Strategy & Business Ownership**: Own partner-sourced growth metrics (pipeline, activated vehicles, revenue, CAC, payback). Determine which partner categories deserve investment (telematics platforms, fleet management software, resellers, associations). Design commercial models including revenue share, referral fees, minimum commitments, and incentive structures. Define how Coast is priced and packaged within partner products.
**Deal Sourcing & Negotiation**: Lead the full partnership lifecycle from opportunity identification through signed agreement. Build executive-level relationships and presentations. Negotiate terms covering exclusivity, term/termination, data rights, co-branding, service levels, and marketing/sales commitments. Collaborate with Product and Engineering on integration specifications.
**Partnership Activation & Launch**: Develop comprehensive launch plans including enablement, training, incentive design, co-marketing, and in-product placement. Train partner sales teams through on-site sessions, ride-alongs, and field time. Design and test incentive structures that motivate partner reps. Own the in-product activation funnel with Product and Marketing. Establish governance with executive sponsors, QBR cadence, shared KPIs, and escalation paths.
**Channel Sales Motion**: Partner with Sales leadership to define how partner-sourced demand is routed, worked, and compensated. Coordinate co-selling between Coast AEs and partner reps. Build attribution, deal registration, referral submission, forecasting, and reporting infrastructure with RevOps and Marketing. Document and scale repeatable processes.
You'll lead a small team and report directly to the Founder and CEO. This role requires strategic thinking, commercial acumen, relationship-building skills, and the ability to execute across product, sales, marketing, and legal functions.
