Channel Manager

**About ServiceUp:**

ServiceUp is reimagining a $200B+ industry with AI-powered orchestration for fleet and insurance vehicle repair. We’re the all-in-one platform bringing modern efficiency to a complex market. We’re trusted by some of the world’s largest and most sophisticated fleets and insurers.

Our AI-powered platform automates the entire repair lifecycle, from the moment a vehicle needs service until it’s back on the road. By removing bottlenecks, providing real-time visibility, and streamlining decisions, we help customers reduce downtime, control costs, and keep operations running smoothly.

As one of the 100 fastest-growing startups in the United States, and backed by [**$55M in Series B funding**](https://news.crunchbase.com/transportation/autotech-startup-serviceup-funding-peakspan/) , we're leading this transformation. Join us and help shape the future of vehicle repair.

**About the Role:**

ServiceUp is hiring a Channel Manager to build out our reseller and co-sell partnerships with the platforms our fleet customers already use every day — FMS and telematics providers like Geotab, Samsara, Motive, RTA Fleet, Verizon Connect, etc. Reporting to Brett Dashe, Co-founder and Head of Partnerships, this is a build role: you'll be the third hire on the partnerships team, and you'll own the playbook for how ServiceUp recruits, enables, and co-sells with FMS partners.

**What You'll Do:**

• **Drive partner-sourced and partner-influenced pipeline.** Own a quarterly number for partner-sourced ARR. Run joint account planning, coach partner sellers through ServiceUp deals, and keep partners activated with consistent cadence.
• **Run the operating cadence.** Lead partner QBRs, joint pipeline reviews, and executive check-ins. Forecast partner pipeline weekly and report on health, attainment, and ROI.
• **Navigate channel conflict.** Build and enforce rules of engagement between partner reps and ServiceUp direct AEs. When conflict happens (it will), resolve it cleanly and learn from it.
• **Operate cross-functionally.** Partner with Marketing on co-marketing campaigns and MDF allocation, with Product on partner-driven roadmap input, and with our direct AE team on joint deals.
• **Represent ServiceUp externally.** Travel to partner events, QBRs, and joint customer meetings (~25–40%).

**What You'll Bring:**

• **5+ years in a quota-carrying channel/alliances role** \- reseller, co-sell, ISV partnerships, or platform marketplace. You've personally built or scaled a partner-sourced pipeline motion, not just managed an existing book.
• **Program-build experience.** You've stood up new partnerships, established enablement programs, MDF, deal reg, and incentives from scratch or near-scratch. You're comfortable without a playbook.
• **Demonstrable co-sell mechanics.** Deal registration, joint account planning, partner QBRs, coaching partner sellers.
• **Track record of consistent attainment.** YoY goal hits across multiple roles. Two-year minimum tenure is the bar; we make exceptions when the story is clear.
• **Influence without authority.** You can get a partner rep — who doesn't work for you — to prioritize your deal over a competing ISV's deal in their pipeline. You know how because you've done it.
• **Partner economics fluency.** You can model reseller margin, referral fees, and MDF ROI in your head and defend it in front of a finance leader.
• **Industry experience is strongly preferred.** Fleet, telematics, FMS, or fleet maintenance/aftermarket SaaS. Direct experience working __at__ or __with__ Geotab, Samsara, Motive, Verizon Connect, Fleetio, RTA, or Lytx is a major plus.
• **Early-stage comfort.** You've worked at or near Series A/B stage and know what it feels like when the answer is "you tell us."
• **The basics.** Clear written and verbal communication, strong listener, organized, give-get negotiator, comfortable redlining SaaS agreements with legal partners.

**Why You’ll Love Working Here:**

We live our values every day: **Team First, Work Smart, Own It, Be Bold, Push Boundaries**. If that sounds like you, you’ll fit right in

**What We Offer:**

• Competitive pay with equity
• Medical, dental, and vision coverage
• Flexible PTO and company holidays
• Remote-friendly setup with home office support
• Learning and development budget
• Wellness stipend to support your health and well-being
• Paid parental leave

__Benefits may vary by location and role.__

If you’re motivated by impact and aligned with our values, we want to hear from you. You don’t need to meet every single requirement — we care about your skills, drive, and how you work with a team.

**Service Up is an equal opportunity employer committed to a diverse, inclusive workplace where everyone can do their best work.**