About the 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
Sign your first fleet agreements in our priority regions, starting with the Midwest and the Texas Triangle, and get them live as IOI nodes.
Build full fleet coverage for an enterprise customer's set of lanes, with those fleets earning through Oway Rideshare.
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.
Compensation
$150K to $190K base, $250K to $350K OTE plus meaningful equity. Health, dental, and vision. US remote, Midwest or Texas preferred, with regular travel.
How we hire
- Meet Phillip, Oway's founder.
- Meet our commercial and operations leads.
- A working session: walk us through how you'd build fleet coverage for a real set of lanes.
About Oway
Oway is building the coordination OS for the physical economy. IOI connects the legacy systems industry runs on with fleets, factories and robots through one open schema, Juno is the industrial AI that acts on it, and Oway OS is where the work runs. We’re backed by Y Combinator and General Catalyst.