Head of Partnerships

The posting, as Coast wrote it

What is Coast

Coast is re-imagining the trillion-dollar U.S. B2B card payments infrastructure, with a focus on the country's 500,000 commercial fleets, 40 million commercial vehicles, and many millions of commercial drivers. The incumbent technologies that cater to these customers are decades old, and businesses with fleets increasingly demand modern digital experiences and transparent financial services products. Coast's mission is to deliver this at a transformational scale, beginning with the Coast Fleet and Fuel Card built on a cutting-edge spend management platform.

About the Role

More and more of our best customers find us inside someone else's software. You'll own the function that makes that possible: Coast's Embedded and Channel Partnerships, one of the company's most important growth levers.

Coast is embedded natively in Samsara (NYSE: IOT). A fleet can sign up for Coast, set spend policies, and have transactions checked against live telematics data without leaving the Samsara platform. Samsara has called it their deepest fuel card integration yet , and it now sits at the center of the Fuel Command Center they launched in August. In July we shipped something similar with Fleetio, where fleet managers apply for and manage Coast cards inside Fleetio and every fuel and maintenance transaction posts automatically against the right vehicle. Underneath those two we have referral partners, resellers, and fleet management companies producing real volume, plus a pipeline of platform deals we haven't signed yet.

Customers who reach us this way close faster, cost far less to acquire, and tend to run bigger fleets.

We have the foundation of a channel that's poised to grow. Building one is the job: a second engine of growth alongside direct sales, reaching installed bases we could never call on ourselves.

You'll own it. That means sourcing and negotiating the next round of platform-scale distribution deals, activating the partnerships we already have so partner reps actually sell, and building a repeatable channel sales motion together with our Sales leadership. You'll lead a small team and continue to define the strategy and the playbook as we scale.

You'll report to Daniel Simon, our Founder and CEO.

What You'll Do

Own the channel as a business

• Own partner-sourced growth: pipeline, activated vehicles, revenue, and the CAC and payback numbers that determine whether the channel is worth running.
• Decide which categories of partner deserve our investment, across telematics and fleet management platforms, vertical and field service software, fleet management companies, resellers, associations and referral networks.
• Own the commercial model: revenue share, referral fees, minimum commitments, incentive structures, and the analysis that tells us what a partnership is worth before we sign it.
• Work out how Coast should be priced and packaged when it's sold inside someone else's product.

Strategize, source and close deals

• Own t

[…]

• Ability to thrive in ambiguity and build structure to scale the function.
• Experience in fintech, payments, B2B SaaS, or financial services preferred
• Willingness to travel approximately 20% for partner meetings and tradeshows
• New York City based; able to be in-office 3–4 days per week

Compensation and Benefits

Our salary ranges are based on paying competitively for our size and industry, and are one part of our total compensation package that also includes benefits and equity. Pay decisions are based on a number of factors, including scope and qualifications for the role, experience level, skillset, and balancing internal equity relative to other Coast employees. We expect the majority of candidates who are offered roles at Coast to fall healthily within the range based on these factors.

Salary range: $190,000 – $250,000 annually, plus a performance based bonus opportunity depending on level determined during the interview process

Equity Grant: Meaningful potential upside given Coast's early-stage trajectory

Benefits Overview

• Medical, dental and vision insurance
• Flexible paid time off (vacation, personal well being, paid holidays)
• Tools to help manage your financial wellness, including webinars, access to an equity tax advisory service, and company-sponsored 401(k)
• Paid parental leave
• $400 accessories allowance (a keyboard, mouse, headphones, etc.)
• Education stipend
• Free lunch every Friday

Coast is committed to diversity, equity, and inclusion. We are building a diverse and inclusive environment, so we encourage people of all backgrounds to apply. We're an Equal Opportunity Employer and do not discriminate on the basis of race, color, gender, sexual orientation, gender identity or expression, age, religion, disability, national origin, protected veteran status, or any other status protected by applicable federal, state, or local law.

Check out the latest podcast interview on Fintech Layer Cake with Coast Founder Daniel Simon !