Optibus

Account Manager

• Develop and execute regional partnership strategy aligned with company objectives
• Lead Partnerships efforts and drive strategic growth through channel alliances
• Oversee a channel sales pipeline and expand the partner ecosystem (referral, resellers, MSPs, VARs, system integrators)
• Recruit and activate new channel partners, including enablement and performance management (via QBRs)
• Define and execute scalable partner programs to enhance engagement, accelerate growth, and create long-term value for partners and customers
• Align with Revenue/Sales, Marketing, Product, and Customer Success to ensure seamless execution of partnership initiatives and joint go-to-market strategies
• Drive partner-sourced and influenced revenue, optimize performance metrics, and refine incentive structures
• Monitor market trends and competitor partnerships to shape strategic initiatives and unlock new opportunities
• Report to the Global VP of Partnerships; collaborate with global teams and stakeholders; based in Austin, Texas

Partnerships and Sales Manager

• 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: We are looking for an experienced Partnerships Sales Manager to lead our Partnerships efforts and drive strategic growth through channel alliances. Reporting to the Global VP of Partnerships and based in Austin, Texas , this person will develop and execute a regional partnership strategy, ensuring alignment with company objectives while overseeing a channel sales pipeline. This role is focused on expanding our ecosystem, optimizing partner-driven revenue streams, and strengthening our market position through strategic alliances. Working cross-functionally with sales, marketing, and product teams, they will define and execute scalable programs that enhance partner engagement, accelerate growth, and create long-term value for both partners and customers.
• Responsibilities: Partner Recruitment & Activation Recruit and activate new channel partners across priority countries, including enablement and performance management (via QBRs, for example). Channel & Partnerships Oversee channel expansion (referral, resellers, MSP’s, VARs, system integrators). Execute on scalable models that drive revenue and partner engagement, including partner enablement. Cross-Functional Collaboration Align with Revenue, Marketing, Product, and Customer Success to ensure seamless execution of partnership initiatives and joint go-to-market strategies. Revenue Growth & Performance Drive partner-sourced and influenced revenue, optimize performance metrics, and refine incentive structures to maximize impact. Market & Competitive Strategy Stay ahead of industry trends, emerging technologies, and competitor partnerships to shape strategic initiatives and unlock new opportunities.

Sales Manager, Partnerships

Revenue Operations

• Responsible for overall productivity and effectiveness of the organization; partner closely with Commercial teams across Optibus to drive initiatives.
• Drive a scalable worldwide operational framework to ensure meeting the organization’s growth objectives.
• Support the Revenue teams on strategic planning; collaborate with internal stakeholders and cross-functional teams to solve problems and implement new processes that lead to operational efficiencies.
• Devise, conduct and present analyses that answer business questions, support strategic decision making, and provide actionable recommendations.
• Manage and optimize sales forecasting, pipeline analysis, and annual planning to enhance rep productivity and drive revenue impact.
• Ensure process design and corresponding system configurations are best in class and continuously adapting to the sales environment.
• Help set goals for each sales team and lead sales compensation calculation and review process.

Revenue Operations Manager

Implementation Specialist

• Onboarding of new clients and supporting them in achieving their initial desired value from the Optibus platform
• Training clients on the Optibus suite of products
• Act as a trusted advisor building strong relationships with clients, users and internal decision makers
• Understand and manage clients’ organisational structures to ensure mutual goals are accomplished and risks mitigated
• Work alongside the PMO to ensure the implementation cycle is followed, adhere to project scope and timelines
• Act as Voice of the Customer: collect and analyse feedback, manage internal escalations with technical counterparts
• Gather client preferences and translate requirements into platform configurations with Project Managers, R&D, Product and Solutions Architects
• Report to the local Head of Implementation and collaborate with regional Implementation Engineers, Customer Success Managers and Project Managers

Implementation Engineer

Pricing Analyst

• Design and implement pricing models for Optibus’ SaaS solutions considering customer needs, market trends, and business goals
• Ensure deals meet revenue recognition and compliance standards in collaboration with sales and finance
• Partner with sales to structure deals, support complex contract negotiations, and optimize profitability
• Develop customer-centric pricing frameworks considering operational and financial challenges of public transport agencies
• Monitor pricing impact on revenue, customer acquisition, and retention; refine strategies accordingly
• Collaborate with product, finance, marketing, and customer-facing teams to align pricing with product features and campaigns
• Provide insights and reporting to leadership on pricing strategy outcomes, forecasts, and growth opportunities
• Report into the Global VP of Revenue Operations and work closely with sales, finance, and customer-facing teams
• Work hybrid from London Wall office (three days a week in-office)

Partnerships and Sales Manager

Sales Manager, Partnerships

Revenue Operations Manager

Implementation Engineer

Commercial Pricing Manager