Global VP of Partnerships

Description

About Optibus:

Optibus is a unified software platform revolutionizing public transportation planning, scheduling, and operations in over 6,000 cities worldwide. Using AI, ML, and optimization algorithms, it empowers agencies to design more efficient, equitable, and sustainable transit networks, enhancing passenger access, reducing emissions, and improving driver conditions. With offices globally and a team of 350+ employees, Optibus fosters a collaborative culture centered on innovation, determination, and impact. As the first unicorn in public transportation technology, Optibus is driving the modernization of mass transit to make it the preferred choice for cities and passengers alike.

About the position: 

We are looking for an experienced VP, Global Partnerships to lead our Partnerships team and drive strategic growth through product partnerships and channel alliances. Reporting to the Chief Revenue Officer and based on the East Coast (North America), this leader will develop and execute a global partnership strategy, ensuring alignment with company objectives while overseeing a high-performing team. This role is focused on expanding our ecosystem, optimizing partner-driven revenue streams, and strengthening our market position through strategic alliances. Working cross-functionally with sales, marketing, and product teams, they will define and implement scalable programs that enhance partner engagement, accelerate growth, and create long-term value for both partners and customers.

Responsibilities: 

• Strategy & Leadership

Develop and execute a global partnerships strategy that accelerates business growth, enhances product capabilities, and expands market reach. Lead and mentor a high-performing global partnerships team.

• Channel & Product Partnerships

Oversee channel expansion (resellers, VARs, system integrators) and product partnerships (technology integrations, APIs). Build scalable models that drive revenue and partner engagement.

• Cross-Functional Collaboration

Align with Revenue, Marketing, Product, and Customer Success to ensure seamless execution of partnership initiatives and joint go-to-market strategies.

• Revenue Growth & Performance

Drive partner-sourced and influenced revenue, optimize performance metrics, and refine incentive structures to maximize impact.

• Market & Competitive Strategy

Stay ahead of industry trends, emerging technologies, and competitor partnerships to shape strategic initiatives and unlock new opportunities.

Requirements

• Proven track record of successfully scaling Partnerships/Strategic Alliances in SaaS companies with ARR > $50m.
• Proven record of leading a partnership function that has delivered $10M+ in revenue growth via channels and experienced leading implementation partners.
• Willingness to travel frequently (international and domestic) as needed to support business operations, attend key meetings, and engage with global teams and stakeholders.
• Spanish and/or Portuguese language skills are a plus but not required, as we have an established presence in LATAM.
• Proven experience in Business Development or Sales, ideally in Intelligent Transportation Systems or a vertical, B2B SaaS company. 
• Proven track record of exceeding goals and KPIs. 
• Strong analytical and research skills for market trend, competitor analysis and forecasting. 
• Preferred experience in a start/scale up, fast paced business with changing priorities. 
• Experience leading and mentoring a team, fostering a collaborative environment to achieve strategic objectives.

Optibus is proud to be an equal opportunity employer. We hire talented individuals, regardless of gender, race, ethnicity, ancestry, age, disability, sexual orientation, gender identity or expression, cultural background, religious beliefs, or any other characteristic protected by federal, state, or local laws. It is our responsibility at Optibus to provide an inclusive and accessible interview experience for all. We will provide reasonable accommodations for all candidates in need of individualised support during the hiring process.