Head of Partners (External Fleets)

About the role

Cabify is actively searching for a strategic leader to manage and grow our external fleet ecosystem within the Spanish market. The successful candidate will guide a hybrid team dedicated to evolving our approach from simple transactional management to genuine business partnerships. You will be responsible for defining the commercial and operational trajectory of these external fleet relationships. This role requires a professional who can analyze complex business models and translate them into profitable growth strategies. You will work closely with internal stakeholders to ensure alignment between fleet operations and Cabify's overarching business objectives. The position demands a high level of ownership over the entire partner lifecycle from initial contact to long-term success. You will be instrumental in shaping the future of mobility partnerships in Spain.

Key facts

What you'll do

• Develop, mentor, and scale a hybrid team focused on both commercial and operational goals to ensure market-specific execution.
• Drive B2B expansion by identifying, acquiring, and retaining high-potential fleets across Spain through targeted strategic initiatives.
• Overhaul the partner journey to shift from simple supplier relationships to strategic alliances that deliver mutual long-term value.
• Analyze the financial and operational models of partners to identify opportunities that boost their profitability and overall performance.
• Implement technological tools, including automation and AI, to streamline processes and improve partner efficiency and satisfaction.
• Create long-term commercial agreements and incentive structures that set industry standards and ensure competitive advantage.
• Build and maintain strong institutional relationships with key decision-makers within partner organizations to foster trust and collaboration.
• Monitor market trends and competitor activities to continuously adapt our partner strategy and offerings in the Spanish mobility landscape.
• Define and monitor key performance indicators to measure the success of partnerships and drive data-informed strategic adjustments.
• Lead cross-functional workshops and alignment sessions to ensure internal teams support partner success effectively.
• Optimize cost structures and revenue streams for partners to enhance their operational sustainability and growth potential.
• Spearhead the negotiation of complex partnership terms that balance Cabify's objectives with partner needs.
• Establish best practices and playbooks for partner management that can be scaled across other regions in the future.
• Champion a culture of innovation within the partner ecosystem by encouraging new ideas and collaborative problem-solving.

Requirements

• Minimum of 7 years of experience in B2B operations, asset expansion, or partner network management within a relevant industry context.
• Demonstrated strong financial acumen with a focus on fleet profitability, cost management, and operational efficiency metrics.
• Proven ability to negotiate at a corporate level with senior stakeholders to build lasting institutional relationships.
• Analytical mindset with substantial experience managing KPIs, data-driven decision-making, and agile workflows to adapt to change.
• Extensive background in managing large-scale external teams or partner networks and leading them towards strategic objectives.
• Solid understanding of the regulatory environment impacting mobility and transport services in Spain.
• Exceptional communication skills to articulate complex strategies clearly to both technical and non-technical audiences.
• A track record of successfully launching and scaling new business partnerships in a competitive market environment.

Nice to have

• Prior experience in the mobility, transport (VTC/Taxi), or logistics sectors providing specific domain knowledge.
• Familiarity with technological platforms used for fleet management and operational optimization.
• Experience with data analytics tools to derive actionable insights from partner performance metrics.
• Background in developing incentive schemes that align partner and company interests.
• Knowledge of sustainable mobility solutions and emerging trends in the transportation industry.
• Experience managing hybrid or remote teams within a structured operational framework.
• Understanding of customer experience principles as they apply to B2B service models.

Practical notes

• Benefits include flexible working hours to accommodate different lifestyles and professional commitments.
• Monthly Cabify app credit is provided to encourage usage of our core service offering.
• An annual budget for professional development supports continuous learning and career growth.
• Flexible compensation plans are available to include restaurant tickets, transport, health insurance, and childcare assistance.
• The office environment is pet-friendly and designed to include amenities such as fresh fruit, coffee, and regular team events.
• Cabify maintains an equal opportunity employer policy committed to fostering a diverse and inclusive workplace for all employees.
• The position is based in Madrid and requires physical presence at the designated office location.
• Candidates must be legally authorized to work in Spain without the need for additional visa sponsorship.
• The recruitment process will move forward on a rolling basis, so early application is encouraged to secure consideration.
• All selected candidates will undergo a standard background check process as part of the final hiring decision.