Fleet Development Success
Job description
About the role
This position belongs to the Fleet Development team and focuses on building and maintaining partnerships with transport operators. You will operate at the intersection of commercial growth and data driven decision making in the marketplace. Your daily work will revolve around managing relationships and pipelines using CRM systems such as Salesforce and Zendesk Sell. You will be responsible for negotiating agreements and aligning incentives to ensure profitable and scalable operations. Success in this role depends on your ability to communicate clearly, structure your thinking, and follow through on commitments. You will work closely with regional teams to expand supply and meet marketplace demand across different areas. Technology tools will support your work on pricing, operations, and partner communication on a regular basis. Clear financial oversight will help you manage incentives and maintain sustainable unit economics over time.
Key facts
What you'll do
Analyze fleet supply data and partner performance metrics to identify expansion opportunities in target regions.
Develop and maintain structured pipelines in Salesforce, tracking every partner contact through defined stages.
Negotiate commercial terms with transport operators to align incentives and secure sustainable growth.
Use Zendesk Sell to manage partner relationships, document interactions, and forecast future revenue scenarios.
Collaborate with regional teams to design go to market strategies that scale marketplace supply effectively.
Monitor operational KPIs and translate insights into actions that improve driver retention and fleet utilization.
Coordinate with internal stakeholders to resolve partner issues and ensure smooth implementation of agreements.
Maintain accurate financial oversight of incentives, discounts, and promotions to protect profitability.
Create clear documentation for each partnership, ensuring visibility and continuity for the entire team.
Ask insightful questions during partner meetings to uncover needs and position Cabify as the best solution.
Track competitor activity and market trends to adjust strategies and keep the fleet development pipeline robust.
Report regularly on performance indicators, highlighting successes, risks, and recommended improvements.
Support the team in testing new tools and processes that enhance how partners interact with the platform.
Own end to end responsibility for key partners, guiding them from onboarding through steady state operations.
Requirements
You must have experience managing relationships and pipelines using CRM systems such as Salesforce and Zendesk Sell.
You should be comfortable making data driven decisions and demonstrating strong negotiation skills in commercial contexts.
You need to have a proven ability to work across regional markets while maintaining consistent standards.
You must understand how technology tools can support pricing, operations, and partner communication at scale.
You should have clear financial oversight, with experience managing incentives, profitability, and budget constraints.
You need to communicate in writing in a way that makes your work easy to review and build on for colleagues.
You must be able to take notes during discussions, keep commitments, and follow through on complex operational tasks.
You should thrive in environments where regular meetings, progress reviews, and plan adjustments are part of the routine.
Practical notes
Typical interview steps
Hiring processes usually combine a screening conversation with one or more interview rounds. Candidates can expect questions about their experience, a scenario or case, and a chance to ask their own questions. Preparation and specific examples from past work carry the most weight. Whatever the role, preparation is visible. Reviewing the company's product, the job description, and your own past work before the conversation is the strongest step.
Good to know
Fleet development roles center on partnerships with transport operators. Success depends on data driven decisions and negotiation skills. These positions commonly work across regional markets to scale marketplace supply. Technology tools support pricing, operations, and partner communication. Clear financial oversight helps manage incentives and profitability.
Questions to ask
Useful questions for the interview: what a typical week looks like, how work is assigned, what tools the team uses, and how feedback works. Asking how the role has changed recently and what the team wishes it had known when joining is also reasonable. Questions about the manager's priorities are especially valued.
Career growth
Careers in this field grow through a mix of experience, responsibility, and demonstrated results. Early years build skills; later years build ownership. Many professionals switch focus areas or companies to keep growing. Growth in any career comes from scope, results, and reputation. Take on work that is slightly uncomfortable, and make sure others can see the outcomes.
About the company
- No "Cabify is a..." (Starts with "Cabify builds...")
About the location
Spain's capital has fast fiber internet and a large coworking scene. Monthly costs around $2,100. Malasaña, Lavapiés, and Chamberí have the most spaces. The digital nomad visa makes long stays legal. Summers hit 35°C+; spring and fall are best.