inDrive

Global ride-hailing platform with fare negotiation

Fleet Partnership Manager

Account Management +1Updated on Nov 13

Full-timePretoria, South AfricaNo salary listedHybrid

About the Job

Requirements

English proficiency at B2 level or higher is required for ongoing work with headquarters.
Proven experience managing B2B negotiations and contracts is required.
Four to eight years of experience in Business Development or Key Account Management is required.
Confidently use data to make decisions and use Google Sheets or Excel.
A Bachelor's degree in Business Administration, Economics, or a related field is required.
Strong interpersonal skills and the ability to influence external stakeholders are required.

Responsibilities

Find and prospect new fleet partners through outreach, referrals, and research.
Support contracting end to end while ensuring commercial terms and compliance are maintained.
Serve as the day-to-day contact for fleet partners, handle routine requests, and escalate complex requests.
Execute the local fleet strategy in line with defined goals.
Track market trends and competitor activity, and share insights to strengthen the fleet value proposition.
Identify geographic and category expansion opportunities in the country.
Build and maintain a network of third-party vendors, including OEMs, dealers, banks, and leasing companies.
Secure vehicle supply and purchase agreements with OEMs and dealers.
Help arrange financing for partners through banks and leasing companies.
Package and pitch bundled offers, such as vehicle, finance, and maintenance, to prospective partners.
Monitor partner-driver KPIs, including utilization, acceptance rate, active vehicles, and number of rides.
Conduct regular partner check-ins to surface bottlenecks and identify improvements.
Collaborate with Driver Operations, Marketing, Legal, and Finance to support smooth onboarding and payments.
Monitor driver performance metrics, support partner onboarding workflows, and collaborate with internal teams to resolve operational issues.
Translate defined strategies into localized outreach and partnership activity.

This role supports regional supply growth by identifying, engaging, and onboarding fleet partners, as well as maintaining day-to-day relationships with existing accounts. You assist in building the local ecosystem of value-added networks with dealers, insurers, and service providers to strengthen the platform's proposition for fleet operators. Operationally, you monitor driver performance metrics, support partner onboarding workflows, and collaborate with internal teams to resolve operational issues. You execute localized fleet initiatives by translating defined strategies into concrete outreach and partnership activity.

1. Partnership Development & Onboarding

Find and prospect new fleet partners through outreach, referrals, and research
Support contracting end to end, keeping commercial terms and compliance in line
Act as the day-to-day contact for fleet partners — handle routine requests and escalate complex ones

2. Strategy Execution & Market Intelligence

Execute the local fleet strategy in line with defined goals
Track market trends and competitor activity, and share insights to sharpen the fleet value proposition
Help identify geographic and category expansion opportunities in your country

3. Ecosystem & Vendor Support

Help build and maintain a network of third-party vendors for fleet partners:
OEMs & dealers: secure vehicle supply and purchase agreements
Banks / leasing companies: help arrange financing for partners
Package and pitch bundled offers (e.g. "Vehicle + Finance + Maintenance") to prospective partners

4. Operational Excellence & Analytics

Monitor partner-driver KPIs (utilization, acceptance rate, active vehicles, number of rides)
Run regular check-ins with partners to surface bottlenecks and flag improvements
Work with cross-functional teams (Driver Operations, Marketing, Legal, Finance) for smooth onboarding and payments

English: B2 level or higher is a must, since the role involves constant work with HQ
Negotiation: proven experience managing B2B negotiations and contracts - required
Experience: 4-8 years in Business Development or Key Account Management
Analytical mindset: confident using data to make decisions; Google Sheets / Excel - required
Relationship building: strong interpersonal skills; able to influence external stakeholders
Education: Bachelor's degree in Business Administration, Economics or a related field

About the Company

inDrive

Global ride-hailing platform with fare negotiation

inDrive operates a global mobility and urban services platform that connects passengers with independent drivers through a fare-negotiation system. Riders propose a trip price, and nearby drivers can accept, decline, or counteroffer, creating a peer-to-peer ride-hailing model. The service has expanded to intercity rides, delivery and cargo, groceries, advertising, and driver-focused fintech within its app. Unlike typical ride-hailing apps that use fixed fares, inDrive enables price negotiation and direct driver-rider interaction, and it pursues growth through a venture arm that funds ride-hailing-adjacent startups in emerging markets. This broader strategy aims to build a super-app for urban and gig-economy needs, with the goal of offering a wide range of mobility and urban services in 48 countries.

Company size: 10,001+
Company stage: Debt Financing
Total funding: $532M
Headquarters: Mountain View, CA
Founded: 2012

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