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 and 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 partner's 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 more than 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.

Requirements:

• 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.