Director of Business Development & Partnerships

Role Overview

Piston Pay is on the hunt for a dynamic Director of Business Development & Partnerships to lead our expansion into the U.S. retail fuel sector. This pivotal startup role involves driving strategic collaborations with major oil firms and fuel retailers, managing the end-to-end enterprise sales process to secure significant national fuel brand agreements. As a core team leader, you'll coordinate closely with product and engineering teams to ensure integration success and contribute to shaping our market-entry strategy within the $250 billion fleet fuel industry.

Key Responsibilities

• Identify and establish strategic alliances with fuel retailers and prominent oil brands to align Piston Pay’s cardless payment services with partner objectives, accelerating market adoption.
• Manage the entire enterprise sales lifecycle—starting from prospecting, presenting solutions, negotiating, through to closing impactful deals with large fuel retail networks, while maintaining a strong sales pipeline.
• Develop and sustain long-term channel partnerships, including technology providers and fuel card networks, guaranteeing mutually beneficial collaborations.
• Represent Piston Pay convincingly at industry events, conferences, and partner meetings through delivering presentations, demos, and thought leadership.
• Collaborate cross-functionally with Product, Engineering, and Operations to facilitate partner integration requirements and timelines; provide valuable market feedback to direct product development aligned with industry and partner needs.

Qualifications

• At least seven years of proven success in business development or enterprise sales within the fuel retail or payments technology industries.
• Established history of closing major enterprise deals with retail fuel networks or key oil brands, navigating complex sales processes to secure impactful contracts.
• Comprehensive industry insight regarding retail fuel technologies, including fuel POS systems, fleet payment solutions, loyalty schemes, and financial considerations such as pricing and margins.
• Strong strategic thinking with analytical skills to identify and structure beneficial partnerships based on data and market trends.
• Excellent communication, negotiation, and interpersonal skills, capable of engaging C-level executives and diverse stakeholders to influence outcomes.
• Entrepreneurial mindset with a proactive approach, capable of thriving in a fast-moving startup atmosphere and driving initiatives despite limited resources, fueled by a passion for innovative fintech disruption in legacy industries.

Performance Metrics

• Number of new enterprise-level partnerships completed with fuel retailers or oil brands contributing directly to revenue and market adoption.
• Quantity and success of launched strategic partnership initiatives, such as co-branded campaigns or channel partner agreements supporting growth in transactions and user base.
• Expansion and acceleration of qualified sales pipeline opportunities, including shortening enterprise sales cycles.
• Effectiveness of partner integrations and joint solution deployments meeting planned schedules with positive performance metrics such as transaction volume and user adoption.
• Impact on Piston Pay’s market and geographic growth, measured by fuel volume processed and fleet user increases via partnerships.

About Piston Pay

Piston Pay is revolutionizing fleet fuel payments with a cardless, closed-loop network aimed at the vast $250 billion fleet fuel market. Established by experts in logistics, we connect trucking fleets and fuel retailers through a dedicated payment platform that offers substantial discounts to fleets and higher, stable sales for fuel merchants. Our goal is to modernize fuel pump payment methods by delivering seamless, secure transactions and empowering fleet operators with enhanced control over fuel expenses. Join us as we scale nationwide with industry insight and a commitment to innovation.