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Strategic Partnership Lead, Fuel Providers

United States - Remote

Who we are:

Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.

Motive serves more than 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.

Visit gomotive.com to learn more.

About the Role

At Motive, we are building the future of integrated spend management for fleets. The Motive Card provides fleets with a powerful tool to manage their spending across fuel and other critical business components.

We are looking for a Strategic Partnerships Lead who can bridge the gap between the physical and financial worlds of fleet spending. This individual will be responsible for identifying, recruiting, and managing strategic partnerships with key financial technology providers, while also possessing a deep understanding of the fuel merchant landscape—from supply and demand dynamics to delivery. The ideal candidate will be a strategic visionary, capable of leveraging these two interconnected ecosystems to enhance the Motive Card's value, features, and capabilities for our customers.

This role requires a unique blend of strategic thinking, business development acumen, and a nuanced understanding of how a robust fintech backbone is essential to delivering seamless service to retail fuel merchants and private fueling locations.

What You'll Do

  • Develop and execute a comprehensive partnership strategy that strengthens the Motive Card platform by identifying and engaging with key financial technology and infrastructure providers.
  • Lead new business development efforts to identify, negotiate, and secure strategic partnerships that drive value for all parties and accelerate the Motive Card roadmap.
  • Collaborate closely with our Product and Engineering teams to translate our partnership strategy into an actionable roadmap, ensuring seamless integration of new partner services.
  • Thoughtfully consider how to align the Motive Card with the fuel merchant landscape, including retail and bulk fueling networks, to optimize spending and enhance the customer experience.
  • Represent Motive externally, building deep relationships with senior leaders at potential partner organizations and negotiating business terms that support our long-term vision.
  • Support Motive sellers by providing them with the necessary tools and knowledge to effectively position the Motive Card and its partner ecosystem.
  • Present your point of view to internal cross-functional stakeholders to build consensus and influence the direction of our partnership program.

What We're Looking For

  • A minimum of 8 years of experience in business development, strategic partnerships, or partner management.
  • Demonstrated experience in negotiating and managing complex partnerships.
  • Proven understanding of the commercial fuel industry, including experience with retail fuel merchants or private fueling networks.
  • Experience with financial technology (FinTech) partnerships is a strong bonus.
  • Proven ability to work collaboratively across product, sales, and engineering teams to drive alignment and execution.
  • An organizational bridge builder who knows how to quickly build momentum and influence without authority.
  • Strong strategic and analytical skills, with a track record of using data to inform decisions and investments.
  • A strong bias-to-action and tremendous work ethic.

Pay Transparency
Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits.

The compensation range for this position will depend on where you reside. For this role, the compensation range is:

United States

$129,000 - $197,000 USD

Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives. 

Please review our Candidate Privacy Notice here .

UK Candidate Privacy Notice here.

The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology. 

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