Head of Partnerships

Why Standard Fleet? Standard Fleet is building the next generation of fleet management software. We treat vehicles as first‑class citizens—so operators can connect to, track, and manage their fleets without installing cumbersome aftermarket “dongles.” We started with EVs, and now we’re 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. We’re growing quickly, having raised $20m in total funding. Standard Fleet is well‑funded and backed by some of Silicon Valley's 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. We’ve succeeded before and we’re now back at it and swinging for the fences. We're seeking a Head of Partnerships, reporting to the CEO, to own and scale the partnership engine that drives our growth. You'll own the end‑to‑end deal cycle across strategic revenue partnerships, automaker OEM relationships, and the broader ecosystem—sourcing, 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 that’s already moving fast. Responsibilities 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 partnerships—source 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 partner—value proposition, enablement, and rollout plan. Qualifications We don't believe in qualification checkboxes for candidates. These often cause great candidates to think they're not qualified. If you think you can help us scale our business, let's talk and see if we're a fit. You might be a good fit if… You have 8–10 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. Nice‑to‑Have 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 What great looks like 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 This role might not be for you if… 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 Benefits Competitive salary & equity Top notch health, dental, & vision insurance 401(k) retirement plan All equipment provided by Standard Fleet First EV purchase subsidy Location This role is based out of San Francisco, CA. Our office is located downtown and is dog‑friendly. #J-18808-Ljbffr Standard Fleet