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:

Optibus is looking for a Partner Development Manager to join our EMEA team. Based out of London, UK, to drive revenue through strategic reseller, consulting, and ecosystem partners across Europe.

This is a hybrid role combining channel sales, partner enablement, and partner development. You will be responsible for recruiting new partners, onboarding and enabling them, and scaling their performance into consistent revenue contributors.

Success in this role requires the ability to turn partners from “signed” into “productive” quickly through structured onboarding, training, and joint go-to-market execution.

You will report to the Global Vice President of Partnerships and work cross-functionally with regional sales, marketing, customer success, and product teams.

Responsibilities:

• Partner Recruitment and Onboarding

Identify and recruit new strategic partners (resellers, systems integrators,

consultants) across the EMEA region to expand Optibus' market presence.

• Partner Enablement

Provide partners with the necessary training, tools, and resources to effectively sell and support Optibus solutions.

• Relationship Management

Maintain strong, long-term relationships with key partner stakeholders to ensure alignment and drive mutual success.

• Sales Collaboration

Work closely with the direct sales team to coordinate partner-led opportunities and ensure a seamless customer experience.

• Go-to-Market Strategy

Develop and execute joint marketing and sales plans with partners to generate

pipeline and achieve revenue targets.

• Performance Tracking

Monitor and report on partner performance metrics, identifying areas for improvement and growth.

• 5–7 years of experience in channel sales, partnerships, or indirect sales within a SaaS company
• Experience working in small to mid-sized SaaS environments with a high level of ownership
• Proven success in:
• Recruiting and activating new partners
• Driving pipeline and closing deals through partners
• Building and executing structured partner onboarding and enablement programs
• Experience developing partner training content, playbooks, or certification programs
• Strong understanding of co-selling motions and partner economics
• Ability to operate across multiple European markets and cultures
• Excellent communication, negotiation, and stakeholder management skills
• Preferred: Experience in transportation, mobility, or public sector software
• Preferred: Familiarity with reseller, MSP, and consulting partner models
• Preferred: Experience with Salesforce, partner portals, and LMS platforms
• Preferred: Additional European languages (such as German, French, Spanish, or Italian)

Interview process:

• Initial Screening with Talent Acquisition team
• Manager Interview with Global VP of Partnerships
• CRO Interview with CRO
• Management Interview with VP of Sales, EMEA
• Management Interview II with Director of Account Management
• Peer Interview with Channel Sales Manager
• HR Call
• Reference Check
• Offer