Partnerships Manager – Rental Industry, Car Rental, Fleet Management

Role Overview

• Identify, qualify, and onboard partners across rental software providers, fleet management systems, dealership platforms, travel marketplaces, lead generation networks, and adjacent technology ecosystems.
• Develop and execute a partner sourcing strategy that aligns with Carla AI’s expansion roadmap, starting with car rental and extending into broader rental and services verticals.
• Build repeatable partner onboarding playbooks, including qualification criteria, integration scoping, and launch readiness checklists.
• Collaborate with partners on referral programs, reseller opportunities, co marketing initiatives, and joint go to market campaigns.
• Track partner sourced pipeline, revenue contribution, and performance metrics to ensure partnerships translate into measurable business outcomes.
• Support partner sales enablement: equip partners with the positioning, materials, and training to effectively sell and recommend Carla AI.
• Work with Product and Engineering to scope, prioritize, and manage integration timelines, from initial partner requirements through testing and launch.
• Serve as the connective tissue between external partners and internal teams, ensuring integration work stays on track and partners have a consistent experience.
• Own ongoing partner relationships: regular check ins, QBRs, performance reviews, and escalation management.
• Maintain partner CRM records, documentation, and internal playbooks.
• Share structured market and partner feedback with Product and leadership to inform roadmap and go to market decisions.

Requirements

• 2 to 5 years of experience in partnerships, business development, or channel sales within B2B SaaS.
• Demonstrated ability to source, negotiate, and close partnership agreements.
• Strong project coordination skills, comfortable managing multiple integration workstreams and stakeholders simultaneously.
• Builder mindset: you can create and refine partner programs, playbooks, and processes from scratch.
• Clear, confident communicator with strong relationship building skills across technical and business audiences.
• Familiarity with SaaS products and API based integrations.
• Self motivated, detail oriented, and comfortable working in a fast paced, evolving environment.
• Experience in the rental industry (car rental, equipment rental, fleet management) or adjacent verticals such as automotive, travel tech, or mobility is a strong plus.
• Experience working with marketplace or platform ecosystems where integrations drive distribution.
• Familiarity with modern CRM and partner management tooling (HubSpot or similar).
• Experience in a high growth or early stage SaaS environment where you had to build the motion, not just run it.