Hybrid Head of Partnerships

at Fullbay

• Job title: Head of Partnerships
• Job type: Full Time
• Experience level: Lead
• Salary: $200,313 - $245,000 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Phoenix, United States

About the role

• Lead partnership initiatives for Fullbay, focusing on commercial vehicle repair and logistics. Collaborate with cross-functional teams to drive strategic growth and measurable results.

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.

Requirements

• 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.