Channel Manager, ServiceUp
+ Equity
More information about location
Office located in Campbell, CA
Fleet repair platform
Open for applications
Fleet repair platform
21-100 employees
Open for applications
+ Equity
More information about location
Office located in Campbell, CA
21-100 employees
Company mission
To replace fragmented, manual repair processes with one connected platform for fleets and repair shops.
Role
Who you are
- 5+ years in a quota-carrying channel/alliances role - reseller, co-sell, ISV partnerships, or platform marketplace. You've personally built or scaled a partner-sourced pipeline motion, not just managed an existing book
- Program-build experience. You've stood up new partnerships, established enablement programs, MDF, deal reg, and incentives from scratch or near-scratch. You're comfortable without a playbook
- Demonstrable co-sell mechanics. Deal registration, joint account planning, partner QBRs, coaching partner sellers
- Track record of consistent attainment. YoY goal hits across multiple roles. Two-year minimum tenure is the bar; we make exceptions when the story is clear
- Influence without authority. You can get a partner rep — who doesn't work for you — to prioritize your deal over a competing ISV's deal in their pipeline. You know how because you've done it
- Partner economics fluency. You can model reseller margin, referral fees, and MDF ROI in your head and defend it in front of a finance leader
- Industry experience is strongly preferred. Fleet, telematics, FMS, or fleet maintenance/aftermarket SaaS. Direct experience working at or with Geotab, Samsara, Motive, Verizon Connect, Fleetio, RTA, or Lytx is a major plus
- Early-stage comfort. You've worked at or near Series A/B stage and know what it feels like when the answer is "you tell us."
- The basics. Clear written and verbal communication, strong listener, organized, give-get negotiator, comfortable redlining SaaS agreements with legal partners
- If you’re motivated by impact and aligned with our values, we want to hear from you. You don’t need to meet every single requirement — we care about your skills, drive, and how you work with a team
What the job involves
- ServiceUp is hiring a Channel Manager to build out our reseller and co-sell partnerships with the platforms our fleet customers already use every day — FMS and telematics providers like Geotab, Samsara, Motive, RTA Fleet, Verizon Connect, etc
- Reporting to Brett Dashe, Co-founder and Head of Partnerships, this is a build role: you'll be the third hire on the partnerships team, and you'll own the playbook for how ServiceUp recruits, enables, and co-sells with FMS partners
- Drive partner-sourced and partner-influenced pipeline. Own a quarterly number for partner-sourced ARR. Run joint account planning, coach partner sellers through ServiceUp deals, and keep partners activated with consistent cadence
- Run the operating cadence. Lead partner QBRs, joint pipeline reviews, and executive check-ins. Forecast partner pipeline weekly and report on health, attainment, and ROI
- Navigate channel conflict. Build and enforce rules of engagement between partner reps and ServiceUp direct AEs. When conflict happens (it will), resolve it cleanly and learn from it
- Operate cross-functionally. Partner with Marketing on co-marketing campaigns and MDF allocation, with Product on partner-driven roadmap input, and with our direct AE team on joint deals
Our take
Vehicles repairs are still managed through a mix of phone calls, emails, spreadsheets, and disconnected repair shops, making it hard for fleets and insurers to track costs and monitor progress. ServiceUp simplifies that process by bringing everything into one platform. From managing repairs and estimates to tracking jobs in real time, it gives customers a single place to oversee the entire repair process.
The platform connects fleets with repair shops, standardizes communication, and gives customers visibility into every job. It also recently expanded into Class 4-8 commercial vehicles, meaning businesses can now manage light, medium, and heavy-duty vehicles through the same system, making it especially useful for mixed fleets.
With the company recently raising $55, bringing its total funding to $70M, showing just how strong demand is for this sort of approach. Now the company plans to expand into new markets and continue developing its platform, putting it in a prime position as fleets increasingly look for more efficient ways to manage repairs.
Kirsty
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Jul 2025
$55m
SERIES B
Sep 2022
$14.5m
SERIES A
Total funding: $69.5m
Company HQ
Campbell, CA
Leadership
Brett Carlson
(Co-Founder & CEO)Previously founded Betyah and Independent Brokers INC, and acted as Chief Business Officer for Swim.it. Experience as a Consultant for Kinetica, in Sales for Oracle, Resonate Software, Gartner, and Cloudera.
Brett Dashe
(Co-Founder & Head of Revenue)Previously acted as Director of Sales for Snap-File, Senior Account Executive for Box, Enterprise Account Manager for Granicus, and Outside Sales Manager for Hilton. Sits on the Board for Dash Data.
Javier Muniz
(CTO)Previously co-founded and acted as CTO for Granicus. Experience as Executive Advisor for PrimeGov, Senior Vice President of Engineering for Crownpeak, Software Engineer for Brodia, and Tools Engineer for WebTV Networks and Microsoft Corporation.
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