Strategic Partner Manager

• As Coast’s first Partnerships Manager, we are looking for someone to own and grow revenue from our existing partner ecosystem
• You’ll strengthen relationships with strategic partners, drive sales enablement, increase referral volume, and build repeatable frameworks for how we co-sell, co-market, and integrate with partners
• You’ll report into the Director of Partnerships and work closely with Marketing, Sales, CS, and Product
• Own a portfolio of partners and deepen strategic + working relationships with key stakeholders
• Maintain a clear understanding of partner org structures, incentives, and sales motions
• Drive referral and revenue growth through consistent engagement with partner AEs, partner managers, and leadership
• Conduct in-person partner visits and training sessions to increase product awareness and deal flow
• Deliver partner training, demos, and refreshers to ensure partner sales teams know how and when to recommend us
• Build and maintain scalable partner enablement materials, playbooks, and communications
• Lead QBRs and partner planning sessions; track KPIs and performance
• Manage co-marketing requests and coordinate with internal teams to ensure execution
• Improve internal processes around partner onboarding, workflows, referral submissions, and deal tracking
• Identify opportunities for deeper integrations, embedded workflows, and joint GTM motions
• Collaborate with Product and Sales to articulate the value prop and shape the embedded partnership strategy
• By 3 Months:
• Strong foundational relationships with your partner portfolio, and a clear understanding of each partners business strategy as it applies to Coast and fleet overall
• Delivered several partner GTM / Sales trainings and increased awareness within partner sales teams
• Developed QBR cadence and initial partner growth plans
• Strong understanding of the Coast product and the partner value prop, with the ability to run a clean, confident product demo
• Demonstrable lift in referrals, revenue, or partner-led opportunities
• Increase monthly active partners by at least 15% MoM
• By 6 Months:
• Proven ability to run partner motions independently end-to-end
• Established scalable frameworks for partner enablement, onboarding, and engagement
• Increased co-marketing activity and operational consistency
• At least 80% of your partner portfolio has completed an updated Coast training and is contributing at least 1 new deal per month
• Partner driven revenue has increased by 100% from month 1 baseline
• By 12 Months:
• Material revenue impact across your portfolio; greater than $15MM ARR sourced and driven
• Increase % of company ARR originated from partnerships to 35%, supported by clear leading indicators (monthly active partners, partner-sourced pipeline, partner-led EPV)
• Deepened >3 partnerships with meaningful co-selling and embedded expansion
• Established durable partner playbooks that include onboarding, enablement, co-sell, co-market and QBR templates that future team members can implement
• Built a high-performing partner portfolio with clear partner tiering, performance management and structured approach to improving or exiting underperforming relationships
• Identified and advanced embedded/integration opportunities with priority partners

Benefits

• Medical, dental, and vision coverage
• Meaningful stock options
• Flexible vacation policy- 4-6+ years relevant experience in partnerships, B2B sales, business development, consulting, or similar roles
• Comfortable with in-field sales interactions, driving partner promotions, and engaging partner AEs
• Experience working cross-functionally across Sales, CS, Product, and Marketing
• Organized and process-driven; able to manage multiple partners and workstreams with clarity
• Ability to thrive in ambiguity and build structure where it doesn’t exist
• High ownership mindset: you proactively identify opportunities and follow through
• Willingness to travel ~20% of the time
• Strong relationship builder with excellent communication and presentation skills
• Experience in fintech, SaaS, or channel/partner ecosystems
• Experience with embedded partnerships, integrations, or co-selling motions