Rubicon Global

Director, Partnerships and Operations, Smart Cities

Job Description

Posted on: 
September 2, 2023

Rubicon is seeking a Director of Partnerships and Operations within the Smart Cities team. The Partnerships and Operations team is responsible for managing strategic, co-sell and procurement partnerships, data analytics & ROI, cross-functional projects, sales enablement, market research, and strategic initiatives to drive the growth of SaaS business. This opening is an opportunity to join Rubicon’s dynamic New York City team as we bring digital operations to waste collection vehicles and other heavy-duty fleets throughout North America.

As Director, you will work with the SVP of Smart Cities to set and implement the strategic initiatives of the SaaS business. You will lead a team charged with growing SaaS revenue by building strong relationships with partners, enabling efficient and smooth sales operations, supporting best-in-class analysis, and delivering on other ad hoc projects. You will manage partnerships, sale enablement, and operations & analytics of the SaaS business.


  • Deliver and support revenue growth across the Smart Cities business
  • Lead Partnerships and Operations team, setting deliverables and direction for direct reports and providing support in following functions:
  • Channel Partnerships: Manages all co-sell and procurement partnerships; ensures partners act as growth multiplier for SaaS business; identifies and creates new partnerships that lead to growth in sales pipeline and product capabilities;
  • Sales Enablement: Completes RFP responses, IT questionnaires, Scope of Work, and other sales documents in an efficient, timely manner; works with Marketing team to produce Smart City marketing materials; provides ad hoc sales support to streamline processes;
  • Operations & Analytics: Oversees market research and competitive analysis; manages ROI models for each SaaS product to provide projected and actual ROI for customers; provides support in implementing strategic initiatives for team;
  • Work with SVP of Smart Cities to identify, prioritize, and implement strategic initiatives to drive growth of SaaS business;
  • Establish, grow, and manage partnerships that drive revenue growth through channels, resellers, and strategic link-ups.
  • Manage Smart Cities’ cross-functional initiatives with Marketing, Commodities, Sustainability, and other teams;
  • Plan and implement go-to-market strategy for growth areas of the business (i.e., fleet management, school bus, public transit, pest control, water utility); and
  • Represent Rubicon by speaking on panels and keynotes at conferences.

Job Requirements

  • B.S. or B.A. degree required;
  • Minimum 6 years work experience in sales, channel partnerships, strategy and/or operations required;
  • Experience setting the deliverables and direction for direct reports;
  • Technology-savvy – Experience understanding and developing familiarity with SaaS technology;
  • High level of organization and a great attention to detail;
  • Strong data analysis skills with mastery in Excel and familiarity with data visualization tools like Foundry, Power BI, etc.;
  • Excellent written and verbal communicator. Ability to explain complex, technical concepts in plain language;
  • Good listening skills and ability to understand underlying issues and how we can help solve them;
  • Comfortable working across a range of hierarchies and environments;
  • Proven track record of building rapport and relationships with people;
  • Able to effectively prioritize and execute tasks in a dynamic, fast-paced, ever-changing startup environment; and
  • Experience working with municipal customers encouraged
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