GTM Partnerships Director, Motive
$250-300k
OTE
OTE includes base pay and commissions
More information about location
Fleet management platform for trucks
Be an early applicant
Fleet management platform for trucks
1001+ employees
Be an early applicant
$250-300k
OTE
OTE includes base pay and commissions
More information about location
1001+ employees
Company mission
To connect the world’s trucks.
Role
Who you are
- 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)
What the job involves
- 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
- 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
Our take
Trucking is a huge but fragmented industry that was largely ignored by Silicon Valley until companies such as Motive (formerly KeepTruckin) came along. The integrated fleet management platform acts as air traffic control for trucks, bringing drivers online and into the 21st century.
The company offers both hardware and software solutions to freight companies, allowing them to manage their fleet and keep their drivers safe. One of these solutions is an AI-powered dashcam that detects unsafe driving behavior in real time and instantly alerts the driver.
The platform, which is used by over 120,000 companies, from small businesses to Fortune 500 enterprises, received series F funding in 2022, which is being used to accelerate its investment in AI, expand its product offerings into spend management, and grow its enterprise capabilities.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-13% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Jul 2025
$150m
LATE VC
May 2022
$150m
SERIES F
Total funding: $717.3m
Company HQ
Yerba Buena, San Francisco, CA
Leadership
Obaid Khan
(COO)Studied Political Science and Government at University of California before founding KeepTruckin in 2013.
Shoaib Makani
(CEO)Studied Government & Economics at LSE. Analytics Intern at Yahoo. Worked for a year at Google as APMM. Went on to work in Business Development at AdMob.
Share this job
View 78 more jobs at Motive