The Business Development (BD) and Strategic Partnerships team at Waymo plays a vital role in planning the autonomous vehicle (AV) pioneer’s commercial future and driving its go-to-market strategy. Operating with an entrepreneurial mindset, this cross-functional team leverages both quantitative and qualitative analysis to identify, negotiate, and execute "first-of-kind" agreements that expand Waymo's commercial deployment globally.  Ultimately, the team acts as a bridge between Waymo’s cutting-edge engineering and the physical world, building the commercial networks required to scale its driverless technology safely and sustainably.

In this hybrid role, you will report to a Strategic Partnerships Manager, Lead. 

You will:

• Lead end-to-end partner management: Drive partner strategy, RFP selection, contract negotiation, and ongoing partner performance with payment processors, acquirers, networks, and fintech partners
• Collaborate with Product and Engineering to design, scale, and launch Waymo’s global payment infrastructure into new markets and territories
• Lead cross-functional workstreams across Finance, Product, Engineering, Accounting, and Legal to drive sucessful business outcomes
• Structure and negotiate complex, first-of-its-kind commercial international agreements
• Establish deep relationships with C-level executives across key financial institutions and tech partners to ensure long-term alignment and joint innovation

You have:

• 8+ years of experience in partner management in payments, fintech, banking, or technology
• Demonstrated track record structuring and negotiating complex commercial deals across the payments ecosystem
• Experience leading workstreams with cross-functional stakeholders in Product, Legal, Engineering, Finance, Accounting, and other functions
• Experience managing C-level relationships with external partners

We prefer:

• Deep domain expertise in global payments infrastructure (e.g., tokenization, card network rules, interchange mechanics, local payment methods, or digital wallets)
• Proven track record of building a payments international infrastructure product roadmap to support a high transaction-volume business
• Exceptional communication skills with the ability to influence senior decision-makers internally and externally
• Comfort working in extremely high-paced, ambiguous environments
  
  

((Remote jobs only - Please note that Waymo may not be able to employ remotely in all locations. Please speak with your recruiter about your preferred location for remote work when you begin the interview process.))

The Business Development and Partnerships team helps plan Waymo’s dynamic future and drive the company’s go-to-market strategy.  We work cross-functionally and leverage quantitative and qualitative analysis to build forward-looking partnerships that deliver on Waymo’s strategic business objectives. As a member of this entrepreneurial and results-oriented team, you will have a significant impact on defining, developing and executing Waymo’s commercial deployment.

In this hybrid role, you will report to a Senior Partnerships Manager

You will:

• Act as the primary strategic relationship manager for transit and demand partners, driving continuous integration and roadmap alignment.    
• Conceptualize, negotiate, and scale integration initiatives that establish Waymo as a seamless first-and-last-mile bridge to existing public transit hubs.    
• Evaluate, structure, and pilot strategic partnerships across the microtransit and paratransit sectors, ensuring autonomous mobility becomes more accessible, equitable, and inclusive as the service scales.    
• Head emerging conversations and evaluate partnership frameworks with national and international transit agencies, municipalities, and mobility networks to expand Waymo’s global footprint.    
• Work in lockstep with Waymo’s Policy, Strategy, Legal, Sustainability, and Product teams to navigate complex local/international regulatory landscapes, draft novel framework agreements, and track transit-positive product metrics.    
• Translate public sector requirements and partner feedback into clear, actionable product requirements.    

You have:

• Proven experience structuring, negotiating, and executing complex public-private partnerships or commercial agreements that marry private technology with public sector deployment goals.    
• Demonstrated track record of working directly with public transit authorities, municipalities, or government entities (domestic or international) to deploy programs or services.    
• 8+ years of professional experience in product partnerships, business development, or corporate development, preferably within the mobility, transit-tech, smart cities, or enterprise SaaS ecosystems.    
• Proven track record of managing stakeholders or expanding market initiatives internationally, specifically within regulatory or operational frameworks.    
• Demonstrated ability to lead complex, multi-stakeholder commercial contracts from initial discovery through to execution.    

We prefer:

• Deep understanding of the public transit landscape, MaaS (Mobility-as-a-Service), or public-private mobility integrations.    
• Strong ability to collaborate with product and technical teams to define integration scopes, APIs, or user experience journeys.    

Travel Requirements:

• This role requires 20% travel

The Business Development (BD) and Strategic Partnerships team at Waymo plays a vital role in planning the autonomous vehicle (AV) pioneer’s commercial future and driving its go-to-market strategy. Operating with an entrepreneurial mindset, this cross-functional team leverages both quantitative and qualitative analysis to identify, negotiate, and execute "first-of-kind" agreements that expand Waymo's commercial deployment globally.  Ultimately, the team acts as a bridge between Waymo’s cutting-edge engineering and the physical world, building the commercial networks required to scale its driverless technology safely and sustainably.

in this hybrid role, you will report to the Head of Business Development and Strategic Partnerships, Infrastructure 

You will:

• Rapid Partner Sourcing: Identify and secure immediate infrastructure partners—covering charging, fleet maintenance facilities, and parking footprint—to aggressively unblock Waymo's near-term international growth
• High-Velocity Dealmaking: Efficiently negotiate and close volume-driven partner agreements, onboarding suppliers quickly to lock down optimal sites at pace
• Agile Deal Navigation: Shepherd site acquisition deals rapidly through internal alignment and quick-turn decision processes, cutting through friction to keep pipelines moving
• Frontline Partner Ownership: Act as the hands-on partner manager and primary tactical escalation point, resolving daily operational or contract bottlenecks to keep expansion on track

You have:

• 3+ years of experience in partner management, partner development, or account management
• Experience building relationships with executive stakeholders
• Ability to thrive in  ambiguity and operate with flexibility in a fast-paced, constantly evolving and highly collaborative environment
• Experience conducting business and negotiating contracts internationally
• Experience working cross-functionally within an organization and driving decision-making

We prefer:

• Willingness to take calls that align with international partner hours
• Excellent communication and superior analytical skills, meticulous in following-up, able to deliver results under pressure, and keen presentation skills.
• Experience working with charging and/or infrastructure companies

Waymo Operations exists to deliver the Waymo Driver to the world. We are a global team building and scaling the world's first and leading autonomous fleet and operations platform. From component sourcing to end customer management, we enable and create value for Waymo through scaled and orchestrated deployment of the Waymo Driver. At Waymo, we are dedicated to building a culture that promotes inclusivity and celebration. We value diverse backgrounds, perspectives, and experiences; recognize that inclusive actions lead to equitable outcomes; and support and encourage all team members to share their ideas to help Waymo better serve the communities in which we operate.

The Demand Operations & Service Quality team drives activation, conversion and retention within local markets via process design, metrics monitoring, issue mitigation, and key preparing demand opportunities. The Strategy & Operations Manager, Marketplace & Demand Ops Enablement is the analytical backbone of the Demand Ops team. You are responsible for the health of the marketplace, improving top rider pain points (service quality), and the enablement of our Regional Demand Ops Managers. You will bridge the gap between high-level demand and marketplace data and on-the-ground insights, ensuring that every market operates at peak efficiency.

This role follows a hybrid work schedule and reports to the Head of Demand Operations & Service Quality.

You will:

• Develop Marketplace Ops Metrics & Reporting: Partner with Product & Product Data Science to design how Ops will report on Marketplace metrics, maintaining rigor in understanding how we serve customers and generate demand and enabling regional Demand Ops Managers to own their metrics.
• Support Marketplace Roadmap: Partner with Product, Engineering and Product Data Science to influence the roadmap for marketplace levers.
• Design Operational Mitigations Marketplace Challenges: Investigate issues impacting our marketplace and develop scalable processes for Regional Demand Ops Managers to mitigate issues within their markets.
• Enable Regional Demand Ops Managers Training: Own onboarding and training for Regional Demand Ops Managers, vendors and partners to ensure operational parity across all markets.
• Process QA: Develop and oversee a Quality Assurance process to ensure Regional Demand Ops efforts achieve strong and consistent results and consistency across Internal, Partner and Vendor outputs.
• Drive Cross-functional Improvements: Act as a leader for the Demand, Service Quality and Marketplace Ops strategy. Identify gaps in the current processes and partner with Regional Ops teams, Marketing/BD/Policy, Product/PDS/Eng, and more to build scalable processes and product/tooling solutions.

You have:

• 8+ years of experience in Strategy & Operations, Consulting, Marketplace Ops, or Business Intelligence.
• Analytical Rigor: Strength in interpreting complex datasets to drive operational improvements.
• Mastery of Scalability: Proven track record of taking a manual process and turning it into a repeatable, documented "playbook" or framework. You don't just solve a problem once; you build the playbook and the tool so it stays solved across 10+ markets.
• Strategic Communication & Stakeholder Management: Ability to communicate with both executives and vendor teams, and lead large-scale, cross-functional project teams through high-pressure situations.
• Technical Literacy: Comfort working with Product/Eng teams to define requirements for internal tools and data visualization.
• Risk Management: Experience identifying and mitigating operational risks in physical environments or public-facing operations.
• Bachelor’s degree (Business, Operations, or related field).

We prefer:

• Marketplace Experience: Direct experience managing marketplace operations.
• AV/Mobility Experience: Previous experience in AV, mobility technology, urban planning or transportation.

Travel Requirements:

• 15%