Manager of Strategic Partnerships, Coast
$160-195k
Salary + Bonus + Equity
Payments platform & fuel card for fleets
Posted today
Payments platform & fuel card for fleets
101-200 employees
Posted today
$160-195k
Salary + Bonus + Equity
101-200 employees
Company mission
Coast's mission is to make fleet management easy.
Role
Who you are
- Bachelor’s degree from a four year university
- Minimum 3 - 7 years of experience in business development or partner management
- Enterprise sales and partner enablement experience strongly preferred
- Background in vertical SaaS, field services trades, fleet management, financial services (including payments), or venture backed technology companies
- Outstanding executive presence and communication skills, for both internal and external audiences at all levels
- AI-native mindset: you're already using AI tools in your daily work and you're excited to push further
- Strong analytical instincts - comfortable pulling metrics, spotting trends, and translating data into operational and commercial decisions
- Experience negotiating deals from indicative commercials through legal review
- Sales and pitching toolkit: you can prospect, qualify, demonstrate, negotiate, and close deals
- Excitement about jumping into an early stage, fast-growing company where we’re building the ship and sailing it at the same time
- Flexibility and capability to navigate complex environments and ambiguity
- General business acumen - understanding of complex business and revenue models and how to navigate “big picture” challenges with tactical strategies
What the job involves
- Work with Coast’s Head of Partnerships, CEO, and exec team to shape new partnership strategies for Coast to unlock at-scale distribution and create customer value through a variety of commercial relationships maintained by trades and transportation businesses
- Develop a pipeline: prioritize targets and build a prospecting plan to reach and engage potential partners for both distribution and customer value creation
- Execute against your strategy, build relationships, and structure deals to drive increased distribution of Coast to new businesses
- Negotiate deals with attractive economics, based on a mutual understanding of our and our partners core business models, in collaboration with finance and executive functions
- Work with legal to negotiate and close agreements by establishing a repeatable and scalable deal framework
- Collaborate cross functionally internally and externally to stand up partnerships and manage them to measurable success
- Think creatively to identify new partnership constructs for distribution, customer value, and driver/employee engagement - and quickly pressure test them for viability, demonstrating real innovation in GTM
- Work to activate partnerships, and sometimes wholly own marketing initiatives, including collateral, webinars, sales activation and even direct sales and customer engagement
- Attend tradeshows and industry events to drive partnerships forward and activate current book of partnerships
- Manage partnerships: Maintain healthy partner relationships and drive towards long term strategic goals - in our current structure you will own and continue to activate and drive your partnerships forward
- In your first year, you’ll be successful if you:
- Increase the number of active partnerships driving meaningful acquisition and payment for Coast
- Drive meaningful growth in deals sold and onboarded through partner teams rather than just referral to Coast’s sales organization, contributing to lower payback period for Coast
- Identify and unlock distribution for Coast through new partner verticals, signing net new strategic deals for the company
- Ensure that the partnerships you structure drive healthy margins and profitability levels in addition to accelerating top-line revenue growth
Our take
In recent years, companies like Ramp, Brex, Divvy, and others have emerged to provide easier ways for companies to allow their employees to pay for job-related expenses through corporate cards. However, none of these services really work for businesses operating automobile fleets, approximately 10% of B2B card spend in the US.
That’s where Coast comes in, offering a modern card issuing expense solution specifically built for fleets. The Coast card meets the demands of fleet-specific controls, security, and visibility, contributing to preventing fraud and unauthorised use. Its platform allows fleet managers to visualise spend, block or flag transactions for review, and set their own rules for cardholders.
With back-to-back funding rounds awarded in 2024, Coast has been focused on expanding its team and the platform’s capabilities, offering a wider range of financial products - including parking, maintenance, and other on-the-road expenses on top of just fuel. Its Visa Fleet card program, which enables Coast Visa Fleet cardholders to make payments wherever Visa is accepted, makes it an attractive option in the market as fleet management continues to modernise.
Freddie
Company Specialist at Welcome to the Jungle
Insights
52% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jul 2024
$40m
SERIES B
Mar 2024
$25m
EARLY VC
Total funding: $98.5m
Company benefits
- Medical, dental, and vision coverage
- Meaningful stock options
- Flexible vacation policy
Company HQ
SoHo, New York, NY
Leadership
Daniel Simon
(Founder & CEO)Previously co-founded consumer finance startup Bread, which sold to Alliance Data Systems for over $500 million in 2020.
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