Mission Summary:
Reporting to the Senior Business Development Manager the Strategic Partner Lead, Customer Success will be responsible for identifying, building, and nurturing strategic partnerships that drive growth and expand opportunities with key commercial partners.
This is a pivotal time to join Motional. We are transitioning from development to deployment, launching our commercial driverless service in Las Vegas in 2026. In collaboration with a major ride-hail partner, we are setting the stage to scale this technology to dozens of cities across the U.S. and internationally. This role requires a leader with a proven track record in forging successful alliances, negotiating complex agreements, and managing relationships with key stakeholders. You will serve as the "Voice of the Customer," owning the relationship at all levels of the organization, playing a critical role in shaping our commercial strategy and achieving our long-term objectives, ensuring our commercial operations translate into scalable, revenue-generating reality.
This role will be expected to travel up to 40% of the time depending on the business purpose and partnership deliverables.
What you'll be doing:
- Own the Partner Relationship: Serve as the primary commercial owner for critical accounts, navigating complex stakeholder maps to connect internal leads with their external counterparts. You will drive account health, retention, and efficiency by ensuring the right people are connected at the right time.
- Drive Cross-Functional Alignment: Act as the operational bridge between Commercial and technical execution teams (Product, Ops, TPM). You will translate high-level commercial milestones into clear directives, ensuring workstreams converge on time for successful deployments.
- Lead Strategic Collaborations: Establish the partnership's rhythm of business, including Quarterly Business Reviews (QBRs), Steering Committees, and executive briefings. You will lead internal alignment to ensure high-stakes partner events and demos are executed flawlessly.
- Define Success & Track KPIs: Define what winning looks like for both Motional and our partners. You will track and report on key performance indicators across teams to ensure we are meeting contractual obligations and commercial goals.
- Support Market Expansion: Lead the rollout strategy for new launch markets, coordinating logistics between Operations, Strategy, technical teams and external partners. You will drive the readiness efforts required to move from pilot zones to full commercial scale.
- Create Data-Driven Feedback Loops: Translate partner insights—such as pickup/drop-off friction—into actionable engineering requests. You will close the loop between commercial reality and technical roadmaps to optimize the end-to-end passenger experience
What we're looking for:
- Bachelor's degree in Business, Engineering, or equivalent field, or commensurate professional experience.
- 7+ years relevant professional experience in a similar role, experience working with autonomous vehicles, ride-hail, robotics or mobility industries.
- Cross-Functional Leadership: You have a proven ability to coordinate complex projects across technical and non-technical teams. You can translate commercial needs into clear directives for Product and Operations.
- Executive Presence: You possess superb communication skills and can command a room. You are experienced in leading executive presentations, QBRs, and high-visibility partner visits with polish and professionalism.
- Strategic & Operational Balance: You can set the long-term vision with a partner while also sweating the details of a short term project. You understand how to align daily execution with multi-year commercial objectives.
- Analytical & Influential: You can use data to build a compelling point of view that influences internal stakeholders. You know how to advocate for the partner’s needs to shape our long-term product strategy.
- Soft skills that earn the confidence of leaders and peers, including empathy, organization, clear communication, influencing without authority, low ego, and the ability to build trust.
Bonus Points(not required):
- MBA or equivalent advanced business degree.
- Launch Experience: Experience coordinating the commercial side of a product launch in a physical market.
- Commercial Fluency: Experience supporting business development efforts, contract renewals, or opportunities.
This role is hybrid from our Boston, Pittsburgh, or Las Vegas office. It requires two in-office days each week, ideally Tuesday and Thursday.
The salary range for this role is an estimate based on a wide range of compensation factors including but not limited to specific skills, experience and expertise, role location, certifications, licenses, and business needs. The estimated compensation range listed in this job posting reflects base salary only. This role may include additional forms of compensation such as a bonus or company equity. The recruiter assigned to this role can share more information about the specific compensation and benefit details associated with this role during the hiring process.
Candidates for certain positions are eligible to participate in Motional’s benefits program. Motional’s benefits include but are not limited to medical, dental, vision, 401k with a company match, health saving accounts, life insurance, pet insurance, and more.
Motional is a driverless technology company making autonomous vehicles a safe, reliable, and accessible reality. We’re driven by something more.
Our journey is always people first.
We aren't just developing driverless cars; we're creating safer roadways, more equitable transportation options, and making our communities better places to live, work, and connect. Our team is made up of engineers, researchers, innovators, dreamers and doers, who are creating a technology with the potential to transform the way we move.
Higher purpose, greater impact.
We’re creating first-of-its-kind technology that will transform transportation. To do so successfully, we must design for everyone in our cities and on our roads. We believe in building a great place to work through a progressive, global culture that is diverse, inclusive, and ensures people feel valued at every level of the organization. Diversity helps us to see the world differently; it’s not only good for our business, it’s the right thing to do.
Scale up, not starting up.
Our team is behind some of the industry's largest leaps forward, including the first fully-autonomous cross-country drive in the U.S, the launch of the world's first robotaxi pilot, and operation of the world's longest-standing public robotaxi fleet. We’re driven to scale; we’re moving towards commercialization of our technology, and we need team members who are ready to embrace change and challenges.
Formed as a joint venture between Hyundai Motor Group and Aptiv, Motional is fundamentally changing how people move through their lives. Headquartered in Boston, Motional has operations in the U.S and Asia. For more information, visit www.Motional.com and follow us on Twitter, LinkedIn, Instagram and YouTube.
Motional AD Inc. is an EOE. We celebrate diversity and are committed to creating an inclusive environment for all employees. To comply with Federal Law, we participate in E-Verify. All newly-hired employees are queried through this electronic system established by the DHS and the SSA to verify their identity and employment eligibility.
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