Market Development Manager

Connected vehicles are transforming fleet operations across industries, led by the electric revolution. EVs were the first truly software-defined vehicles, and businesses are rapidly adopting them but lack the software infrastructure to unlock their true value.

Our mission is to build the fleet management platform for the electric vehicle era - becoming the default software layer that empowers fleet operators to maximize efficiency and profitability without hardware modifications.

Every member of the Standard Fleet team is fueled by an unwavering passion for revolutionizing mobility through software and is deeply committed to making our products better. We come from companies like Apple, Uber, Tesla, Stripe, Robinhood, and Yelp and were the first to officially integrate with Tesla's fleet API. We've achieved 5.7x growth in 2024 with a small team and want your help to accelerate further.

Standard Fleet is well-funded and backed by some of Silicon Valley's top investors. We were founded by David Hodge, who previously founded Embark. At Embark, the team built a popular transportation app used by millions, which was eventually sold to Apple.

We are seeking a Market Development Manager to pioneer our expansion into enterprise fleet operations. Reporting directly to our CEO, you'll build our enterprise go-to-market strategy from the ground up, targeting major rental companies, corporations, insurance providers, government fleets, and financial institutions.

This is NOT a traditional sales role - it's an opportunity to be the architect of our enterprise motion. You'll combine deep market research with hands-on execution to understand how the largest fleet operators make decisions, identify entry points, and craft targeted approaches that showcase our platform's value. From mapping complex org charts to structuring strategic pilots, you'll own the entire enterprise development process while working closely with our CEO to crack the enterprise code.

This role is perfect for someone with a founder mindset who has seen successful enterprise go-to-market at another startup and wants to build that motion from scratch. We need a patient builder, not someone looking to inherit a playbook or immediately scale a sales team. If you're analytical, resourceful, and excited about figuring out what it takes to win in enterprise, we want to hear from you.

• Research and prioritize enterprise targets across key verticals (rental, corporate, insurance, government, financial), developing deep insights into their organizational structures and decision-making processes

• Design and execute tailored go-to-market strategies for each account type, identifying optimal entry points and value propositions that resonate with enterprise buyers

• Build and nurture relationships with enterprise prospects through strategic outreach, conferences, and networking to establish Standard Fleet as a trusted partner

• Structure and manage strategic pilots that demonstrate clear ROI, ensuring successful outcomes that lead to expanded deployments

• Partner cross-functionally with CEO, BizOps, Product, and Engineering to align enterprise requirements with company strategy and ensure smooth implementations

We don’t believe in qualification checkboxes for candidates. These often cause great candidates to think they’re not qualified. If you think you can help us scale our business, let’s talk and see if we’re a fit.

• You have 2-6 years of experience in GTM, revenue operations, or sales at a fast-growing startup that targeted enterprise customers

• You're a strategic thinker who also loves rolling up your sleeves to execute

• You have exceptional research and analytical skills with the ability to synthesize complex information into actionable insights

• You're resourceful and creative in finding ways to connect with hard-to-reach executives

• You understand enterprise sales cycles and can navigate complex organizational dynamics with patience and persistence

• You're excited about building something from scratch rather than inheriting an existing playbook

• You have strong presentation skills and can confidently engage with C-level executives

• You're comfortable with ambiguity and can create structure where none exists

• You're passionate about electric vehicles and the future of transportation

• You have high standards and a strong work ethic - you always bring your best and expect your colleagues to do the same

💰 Competitive salary & equity
🩺 Top notch health, dental, & vision insurance
📈 401(k) retirement plan
💻 All equipment provided by Standard Fleet
🚗 First EV purchase subsidy

This role based out of San Francisco, CA. Our office is located near the Giant's stadium and is dog-friendly.