Director, GTM Partnerships - Remote Eligible

Director, GTM Partnerships

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.

We're looking for a Director to lead Go-to-Market (GTM) Partnerships at Motive. This role will be responsible for developing and scaling a high-impact commercial partnerships function to accelerate revenue growth and extend Motive's market reach. You'll own a diverse portfolio of partner channels ranging from fleet management companies (FMCs) and resellers to international GTM partners, public sector contract vehicles, and emerging ecosystem partnerships.

You will work cross-functionally with sales, marketing, legal, product, and executive teams to identify, structure, and operationalize partnerships that drive measurable outcomes. This role will report directly to the CRO Adam Block and collaborate closely with senior GTM leaders.

What You'll Do:

• Define and execute the overarching GTM Partnerships strategy—prioritizing scalable channels that drive revenue and brand visibility.
• Own and expand commercial relationships with FMCs, resellers, international GTM partners, public sector/government entities, and new market channels.
• Partner with Sales and Marketing to design joint GTM motions with partners, ensuring operational alignment and shared accountability for pipeline and revenue.
• Negotiate commercial terms and agreements that maximize mutual value and ensure legal and financial alignment.
• Create frameworks and processes for evaluating new partnership opportunities, including ROI modeling and onboarding workflows.
• Work with Product and Customer Success as needed to align partner enablement and support needs.
• Serve as a visible leader internally and externally, representing Motive in partner conversations and at relevant industry events.

What We're Looking For:

• 8+ years of experience in GTM, business development, or partnerships roles, ideally with exposure to SaaS, hardware, or mobility/transportation sectors.
• Demonstrated success building and scaling channel or partner ecosystems that drive material revenue impact.
• Experience managing complex, high-stakes partner negotiations and bringing new GTM motions to life.
• Strategic thinker with strong analytical skills; able to model opportunities, forecast outcomes, and define success metrics.
• Excellent communicator with the ability to influence stakeholders at all levels.
• Comfortable operating in a high-growth, fast-paced environment with competing priorities.
• Experience working with public sector procurement or government contract vehicles (e.g., GSA, NASPO).

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). The compensation range for this position will depend on where you reside. For this role, the on-target earnings (base pay + commissions) are:

Bay Area, California: $250,000 - $300,000 USD

Other Locations in U.S.: $250,000 - $300,000 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.