Head of Partnerships

Standard Fleet • San Francisco, CA

20h

About The Position

Standard Fleet is building the next generation of fleet management software, treating vehicles as first-class citizens so operators can connect to, track, and manage their fleets without installing cumbersome aftermarket “dongles.” Starting with EVs, they are expanding to all drivetrains: electric, hybrid, and ICE. Their mission is to modernize commercial transportation by setting a new standard for how fleets are connected, operated, and scaled. The team is passionate about transportation and committed to continuous product improvement, with members from companies like Apple, Uber, Tesla, Stripe, Yelp, and Embark. Standard Fleet is well-funded, having raised $20m, and is backed by top Silicon Valley investors. The founding team, including CEO David Hodge, previously founded Embark, a mobility software company acquired by Apple. They are seeking a Head of Partnerships to own and scale the partnership engine driving growth, reporting directly to the CEO. This role involves end-to-end deal cycles for strategic revenue partnerships, automaker OEM relationships, and broader ecosystem partnerships, focusing on sourcing, structuring, negotiating, and closing agreements to unlock new revenue, distribution, and product leverage. It's a hands-on closing role for someone seeking mission, ownership, and the challenge of building partnerships in a fast-paced company.

Requirements

• Experience in owning and scaling a partnership engine.
• Experience in end-to-end deal cycles across strategic revenue partnerships, automaker OEM relationships, and broader ecosystem partnerships.
• Experience in sourcing, structuring, negotiating, and closing agreements.
• Experience in building a repeatable pipeline with partner segmentation, outreach motions, and a system for tracking deal stage and next steps.
• Experience in defining value propositions, enablement, and rollout plans for ecosystem partners.

Responsibilities

• 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.
• 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.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed