The posting
About Motorq
Every day, cars are wirelessly transmitting real-time data directly from their onboard systems. Most of that data goes unused.
Motorq (pronounced mo-torque) is changing that. We’re the leading Connected Vehicle Intelligence platform, built in direct partnership with the world’s largest automotive manufacturers — 25+ brands and counting. We deliver AI-powered solutions for some of the world's largest fleets, car rental companies, dealerships, and lenders, helping them improve operations, cut fuel consumption, and reduce accidents.
Our leadership team brings interdisciplinary experience across automotive engineering, AI, data science, and SaaS. Headquartered in San Francisco with offices in Chennai, Bengaluru, and Seattle, Motorq has raised a $40M+ Series B and is growing rapidly across new geographies and use cases.
We're a team of people who dream big, hold each other to a high standard, and run toward hard problems. If you want to own meaningful work at a company with real traction and a multi-billion dollar market opportunity, we'd love to meet you.
The Role
Motorq has built deep direct relationships with enterprise customers — and we are now expanding our go-to-market reach through a strategic channel of reseller partners. Telematics Service Providers (TSPs) and Dealer Software Providers (DSPs) are already embedded in the day-to-day operations of fleets and dealerships across North America. Motorq's Channel Sales Executive will turn those relationships into a powerful growth multiplier.
This is a senior individual contributor role focused on recruiting, enabling, and driving revenue through channel partners — not managing them administratively, but activating them commercially. You will develop the channel playbook, negotiate partner agreements, design incentive structures, and work hand-in-hand with partners to create joint pipeline, close deals, and build lasting commercial momentum.
The ideal candidate understands channel economics deeply — how reseller margins work, how to build incentive programs that actually change partner behavior, and how to structure pricing that makes the channel attractive without undercutting the direct business.
What You'll Do
- Identify, recruit, and onboard high-potential TSP and DSP channel partners that have access to the fleet and dealership segments Motorq serves.
- Develop and manage joint business plans with key partners — setting revenue targets, pipeline milestones, and co-selling motions that drive measurable results.
- Design and evolve the channel pricing and incentive framework — including reseller margins, tiered discounts, and performance-based rebate structures — in partnership with Sales and Finance leadership.
- Enable partners to sell and support Motorq effectively — building training programs, sales tools, demo environments, and technical documentation tailored for channel use.
- Work closely with partner sales teams in the field, co-selling to end customers and helping partners position Motorq against competing solutions.
- Track and report channel pipeline, revenue, and partner health metrics — using data to identify where to invest and where to course-correct.
- Build strong executive relationships within partner organizations, ensuring Motorq is a strategic priority and not just another product in a crowded portfolio.
- Partner internally with Sales, Marketing, Product, and Customer Success to ensure channel deals are executed smoothly and customers receive a consistent Motorq experience.
- Stay current on the competitive TSP and DSP landscape — understanding how partners evaluate and prioritize connected vehicle data solutions.
Who You Are
- Channel-native — you have built or scaled a channel program before and understand from experience what makes partners actually sell, not just sign agreements.
- Commercially sophisticated — you understand channel economics intuitively: margins, co-op funds, SPIFs, tiered incentives, and how pricing decisions ripple through a reseller model.
- A relationship builder — you earn the trust of partner executives and sales teams, and you stay top of mind through consistent value delivery, not just check-in calls.
- Strategically focused — you think about channel coverage as a deliberate go-to-market strategy, not a list of partner names, and you build plans that reflect that.
- Hands-on and scrappy — you are comfortable doing the early-stage work of building a channel from the ground up, without a large team or established infrastructure behind you.
- Collaborative internally — you work closely with direct sales to avoid conflict, align on territories, and make the channel additive to the overall business.
Qualifications
- 6+ years of channel sales or partner management experience in a B2B SaaS or technology company, with a demonstrated track record of driving revenue through resellers.
- Deep familiarity with channel economics — reseller margin structures, incentive program design, co-selling models, and partner tiering.
- Experience working with TSPs, telematics providers, fleet software vendors, dealer software companies, or adjacent technology resellers is a strong plus.
- Understanding of connected vehicle data, fleet telematics, or automotive software ecosystems is highly valued.
- Proven ability to recruit and activate new channel partners — not just manage existing ones.
- Strong negotiation skills and experience structuring partner agreements, pricing schedules, and commercial terms.
- CRM discipline (Salesforce or equivalent) and comfort managing channel pipeline and partner performance data.
Logistics
- Full-time role, remote-first.
- Hybrid if based in the SF Bay Area.
- Travel approximately 5–7 business days per month to partner sites, industry events, and the SF Bay Area.
Compensation & Benefits
- Base salary: $125,000–$175,000 per year.
- On-target earnings (OTE): $250,000–$350,000 — uncapped. Top performers earn above range.
- Equity participation.
- Full benefits: medical, dental, vision, 401(k), paid parental leave.
