Element employees make a difference in the lives of others every day. We are re-defining the fleet management industry to be people first, then business – delivering on our promise of a superior client experience. This takes hard work and innovation, and we need more like-minded people on our team.
Strategic Sales Director
About the Role
Element Fleet Management is launching an industry leading sales channel in collaboration with a select portfolio of strategic partners. The Strategic Sales Director will serve as a key driver of this initiative—owning the partnership performance, growth strategy, and execution across North American client segments. This role will lead the development of revenue opportunities and partner ecosystems that directly impact Element’s Core, Government, Mega and SME segments.
This role is accountable for orchestrating internal and external stakeholders to deliver new revenue wins, client revenue expansion, and market influence. The individual will serve as the Commercial interface to partner leadership and play a pivotal role in Element’s Commercial partner strategy.
What You’ll Do
Delivering Revenue Through Partner Ecosystem(s)
- Shape and execute Element’s channel strategy to scale with market and partner needs.
- Act as the Commercial subject matter expert for revenue ecosystems, structuring high-value relationships and generating direct and indirect new revenue opportunities for the Element Sales and Relationship Management teams.
- Help define and manage governance structures for strategic revenue partnerships, ensuring clarity on shared KPIs, opportunity oversight, and growth roadmaps in partnership with Product, Marketing and Commercial Leadership.
Enterprise Revenue & Sales Integration
- Drive commercial alignment between partner solutions and Element’s sales motions for direct U.S. and Canadian teams, in close collaboration and engagement with SVP of Sales, senior Commercial leadership, Commercial Excellence, Product, Operations and other applicable teams on the overall strategy and approach on key activities
- Embed partner-led revenue strategies into the cadence of Element’s Core, Government, Mega and SME client pursuit and retention models.
- Co-own pipeline generation with Sales and Relationship Management MDs and VPs, ensuring visibility, accountability, and progression of co-sell initiatives.
Internal Leadership & Cross-Functional Influence
- Drive cross-functional collaboration across Sales, Product, Technology, and Marketing to operationalize scalable partner engagement.
- Represent the partnership function in strategic planning sessions and enterprise-wide initiatives.
- Build a case to expand a high-performing team (direct or matrixed) to support the partnerships lifecycle.
Market-facing Strategic Partner and Thought Leadership
- Act as a strategic thought leader for Element in the external marketplace—contributing to public positioning, conference speaking, and partner communications.
- Promote and advocate partnership(s) internally and externally
- Analyze and anticipate fleet and mobility market shifts, ensuring Element’s partner strategy evolves ahead of demand.
- Identify and bring forward new market and thought leadership opportunities.
Executive & Board-Level Reporting
- Deliver clear, data-backed insights to the SVP of Sales, CCO, and Executive Leadership Team on the impact of partnership strategies.
- Contribute to ExCo, Board-level materials, investor communications regarding strategic alliances and growth through partner channels.
Basic Qualifications
- 10+ years of progressive experience in business development, strategic partnerships, or enterprise sales.
- Strong Mobility, Fleet, Fintech and / or Technology industry experience.
- Demonstrated understanding of how to build and scale strategic partnerships or indirect sales models in a complex B2B ecosystems (mobility, fleet, fintech, tech).
- Deep commercial acumen preferably with knowledge of Canadian and U.S. public and private sector landscapes.
- Strong executive presence, with the ability to build trust at C-suite levels within both Element and partner organizations.
- Experience leading through influence in matrixed, global organizations.
- Bachelor’s degree required; MBA or equivalent advanced degree strongly preferred.
- Access to major airport hub strongly preferred and ability to travel up to 40% of the time.
Location: Remote US
The hiring base salary range for this position is $125,500 - $165,000 annually. Actual compensation within this range will be dependent upon the individual’s knowledge, skills, experience, equity with other team members, and alignment with market data. Please note that the disclosed salary range is solely for candidates hired to perform work within this geographic location. Candidates hired to work in other locations will be subject to the pay range associated with that location.
What’s in it for You
• A culture of innovation, empowerment, decision-making, and accountability
• Comprehensive health and welfare benefits that serve the needs of you and your family and foster a culture of wellness
• Additional benefits and amenities, including paid time-off programs (vacation, sick leave, and holidays)
Applicants will be required to undergo a background check only if and after a conditional offer of employment has been extended.
Element Fleet Management and its wholly owned subsidiaries are an equal opportunity employer committed to diversity, equity, inclusion, and belonging. We are pleased to consider all qualified applicants for employment without regard to race, color, religion, genetic information, sex, gender identity, sexual orientation, age, marital status, family status, ancestry, national origin, citizenship, physical or mental disability, veteran status, military obligations or any other characteristic protected by federal, state and local laws. Disability-related accommodations during the application and interview process are available upon request. Should you require an accommodation with our hiring process please send an email to [email protected] or call (800) 665-9744.
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Top Skills
What We Do
Element Fleet Management (TSX: EFN) is the leading global fleet management company, providing world-class management services and financing for commercial vehicle and equipment fleets. Our suite of fleet management services span the total fleet lifecycle, from acquisition and financing to program management and remarketing – helping customers optimize performance and improve productivity.
