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.
Visit gomotive.com to learn more.
About the Role
You'll build out a best-in-class merchant partnership and shop network across fuel, maintenance, and strategic fleet spend, driving In-Network Transaction Share and Strategic Partner TPV. You'll own the strategy, roadmap, technical onboarding, and operations for our partners and be at the forefront of adopting new-age payment technology to grow spend on Motive Financial Products.
What You'll Do
- Own the vision and roadmap for a best-in-class merchant partnership and shop network across fuel, maintenance, and other strategic spend categories.
- Expand coverage across both newer open-loop fleet spec and direct settlement models.
- Unlock bulk fuel integrations to deepen in-network spend.
- Drive international partnerships and champion adoption of new-age payment tech with partners.
- Design and pursue first-of-a-kind partnerships with industry leaders, owning end-to-end relationships and executive-level contacts.
- Run partner business reviews and deliver high-impact, measurable results (In-Network Share, TPV).
- Define requirements, metrics, and product documentation; drive cross-functional alignment across Product, Engineering, Design, and GTM.
What We're Looking For
- 8+ years, with a track record owning large-scale partnership or platform initiatives.
- Experience developing and managing technical partner relationships; payments, fuel/merchant networks, or fintech is a strong plus.
- Proven success delivering commercially successful, integration-heavy products.
- Data-driven, with strong customer empathy and executive communication skills.
- Enough technical fluency to earn engineers' respect and navigate integrations.
- Comfort with ambiguity in a fast-paced environment.
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 compensation range is:
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.
Please review our Candidate Privacy Notice here.
UK Candidate Privacy Notice here.
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.
All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.
Motive San Francisco, California, USA Office
Our headquarters are located in the heart of the city’s bustling South of Market (SOMA) neighborhood, a short walk from major public transit lines.
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