VP, GTM Partnerships

Who we are:

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 nearly 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.

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VP, GTM Partnerships

About the Role

The Vice President, GTM Partnerships will be responsible for developing and executing a comprehensive go-to-market (GTM) partnerships strategy to drive revenue growth, expand market presence, and unlock new customer segments. This executive will own a diverse portfolio of partner channels—including channel sales, value-added resellers, global system integrators (GSIs), public sector/government contract vehicles, and emerging ecosystem partners. The VP will work cross-functionally with Sales, Marketing, Product, Legal, and Executive teams to identify, structure, and operationalize high-impact partnerships that deliver measurable business outcomes. This role reports directly to the CRO and collaborates closely with senior GTM leaders.

Key Responsibilities

• Define and execute the overarching GTM Partnerships strategy, prioritizing scalable channels that drive revenue and brand visibility.
• Build, lead, and scale a high-performing partnerships team, fostering a culture of accountability and results.
• Own and expand commercial relationships with resellers, GSIs, international partners, public sector/government entities, and new market channels.
• Partner with Sales and Marketing to design and launch joint GTM motions, ensuring operational alignment and shared accountability for pipeline and revenue.
• Negotiate complex 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 to align partner enablement and support needs.
• Serve as a visible leader internally and externally, representing the company in partner conversations and at relevant industry events.
• Develop and track KPIs to measure the impact and effectiveness of partnership programs.
• Educate and influence executive stakeholders on the value and strategic direction of the partnerships function.

What We're Looking For

• 10+ 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) is a plus. 1

Compensation & Benefits

• On-target earnings (base pay + commissions): $250,000 - $300,000 USD (Bay Area and other US locations).
• Total compensation may include restricted stock units.
• Comprehensive benefits: health, pharmacy, optical and dental care, paid time off, sick time, short- and long-term disability, life insurance, and 401k contribution (subject to eligibility requirements).

Diversity & Inclusion

Creating a diverse and inclusive workplace is a core value. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities, and perspectives.

Pay Transparency
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). Learn more about our benefits by visiting Motive Perks & Benefits.

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. 

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The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology. 

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