Fleet Partnerships Director, IOI (Internet of Industrials)

**Bring America's fleets onto the Internet of Industrials.** ### About Oway Oway is an industrial automation and research company building IOI, the Internet of Industrials: a standardized protocol that lets industrial systems communicate their physical state and capabilities to software, AI agents, and one another. The internet gave computers a common language. The physical economy still doesn't have one. Factories, fleets, warehouses, and soon robots run on closed systems that can't see or command each other, so most coordination still happens by phone, email, and spreadsheet. Our thesis is that logistics is the foundational language of industry. Nearly every physical business can be described with the same primitives: what exists, where it is, where it needs to go, capacity, time, cost, constraints, storage, and transformation. IOI translates those states, wherever they live today (ERPs, TMSs, WMSs, sensors, vehicles, factory floors), into one permissioned, machine-readable context and command layer. Every company on IOI runs its own node. Nodes are secure, customer-owned, and private by default, and they connect to other nodes, autonomous systems, and hardware only with the owner's permission. Each node gives a company a searchable, AI-ready picture of its physical operations and a way to act on it. We prove the protocol by running real applications on it. Juno, our AI agent, reasons over the network to price, coordinate, and execute work autonomously, and Oway Rideshare, the first service built on IOI, moves freight on trucks already traveling the right direction. More than 10,000 vehicles run on IOI today, and Fortune 500 companies and national logistics networks are connecting their operations to it. Trucks are the beginning. The same foundation lets factories coordinate production, robots discover and execute tasks, and autonomous fleets respond to demand. We want to help American industry build more, move faster, and compete globally. We're backed by YC, General Catalyst, and leading investors in AI, industrials, and automation. ### About the Founder Phillip, Oway's founder, co-founded Isotrex, a multinational defense manufacturer, with his brother at 16. He built its supply chain and production end to end, became CEO in 2019, and scaled it to roughly $100M in annual revenue and more than 4,000 vehicles built. Running factories showed him that the machines, systems, and companies of the physical economy have no common way to understand each other. He wrote "The Physical Economy Has No Index" and started Oway to build that common language. ### About This Role Fleets are the first physical assets on IOI, and every fleet that joins makes the whole network more capable. When a fleet runs an IOI node, its trucks become discoverable capacity that agents can price, coordinate, and fill. Through Oway Rideshare, fleets earn roughly 30% more from trips they already make, with no extra miles. You'll bring asset-based, private, and dedicated fleets onto IOI, region by region, alongside partners such as Ryder. Enterprise demand is already waiting on the other side, so every fleet agreement you sign opens new lanes for our customers. You'll work directly with Phillip, our enterprise engagement partners, and the engineers who bring each fleet live. ### Your First 90 Days * **By day 30:** sign your first fleet agreements in our priority regions, starting with the Midwest and the Texas Triangle, and get them live as IOI nodes. * **By day 60:** build full fleet coverage for an enterprise customer's set of lanes, with those fleets earning through Oway Rideshare. * **By day 90:** own the fleet network for a region, measured on fleets live, lanes opened, and fleet revenue earned through Oway. ### What You'll Do * **Grow the network.** Open conversations with fleet owners, VPs of operations, and pricing leaders, and sign capacity agreements. * **Open lanes.** Work with our engagement partners to cover the exact lanes our enterprise customers need. * **Bring fleets live.** Partner with our engineers to connect each fleet's telematics and systems to its IOI node. * **Expand partners.** Grow each fleet into more lanes, more trucks, and more regions. * **Make the value clear.** Show fleets exactly how IOI adds revenue to trips they already run. * **Bring the field back.** Share what fleets need with our product and pricing teams, and represent Oway at industry events. ### Skills You'll Need * Carrier development and capacity procurement, from prospecting through signed agreement. * Negotiating capacity, dedicated, and contract freight agreements. * Deep command of LTL, FTL, and partial-load economics: linehaul, cost per mile, deadhead, and how fleets price a lane. * Working knowledge of fleet operations and technology: ELDs and telematics (Samsara, Motive, or similar) and carrier TMS platforms. * Carrier compliance and vetting: operating authority, insurance, and safety ratings. * Disciplined pipeline management and forecasting in a CRM. **Nice to have:** commercial leadership at a large asset-based carrier; private or dedicated fleet management; experience leading technology adoption with fleets; Spanish. ### Who You Are * 10+ years in carrier sales, carrier development, capacity procurement, or fleet commercial leadership. * Deep, current relationships with fleets, ideally in the Midwest or Texas. * You've personally negotiated and signed capacity agreements. * You're excited to help fleets become part of a new kind of network. ### Why Oway You'll bring fleets a way to earn more from the miles they already drive, backed by real enterprise demand. Every fleet you sign joins the foundation of a network that will one day coordinate factories, robots, and autonomous vehicles. Visa sponsorship is not available for this role.