At Lyft, our purpose is to serve and connect. We aim to achieve this by cultivating a work environment where all team members belong and have the opportunity to thrive.
The autonomous transition is a transformational opportunity for Lyft. Our strategy focuses on becoming the preferred marketplace, fleet, and operational partner for the world's best Autonomous Vehicle (AV) providers. Lyft will leverage our platform advantages and scale to enable the success of AV partners across the value chain, from AV technology providers to OEMs to fleet providers. This role will help shape the future of AV partnerships at Lyft by crafting durable relationships with our partners and ensuring commercial success. You will work in a highly collaborative, fast-paced environment.
As a qualified candidate, you have a track record of owning complex, multi-stakeholder commercial relationships end-to-end — from deal close through ongoing management and growth. You are a strong communicator who can operate confidently at the executive level both internally and externally. You are able to coordinate across a wide range of internal teams — legal, finance, product, operations — without formal authority and keep multiple workstreams moving simultaneously. You uphold a high quality bar and have a strong appreciation for the commercial details that make or break a partnership. Above all, you are a builder who takes genuine pride in the quality of your partner relationships and the outcomes they deliver.
Responsibilities:
- Be the person partners trust to get things done — owning the commercial relationship for 1–2 active AV partnerships end-to-end as Lyft's primary external point of contact
- Maximize the value of each partnership by steering commercial terms, negotiating amendments, and proactively identifying opportunities to expand scope and scale over time
- Drive commercial momentum by running partner working sessions that negotiate and clarify terms, ensuring the right people are in the room, the agenda drives decisions, and follow-through is clear
- Keep a relentless grip on commercial milestones and contractual commitments, flagging risks early and resolving issues before they become problems
- Protect Lyft's contractual position by managing commercial reporting obligations under active partnership agreements, ensuring commitments are met on time and to a high standard
- Ensure operational reviews work for Lyft by overseeing participation in regular partner reviews, making sure commercial commitments are accurately represented and any issues surfaced are followed through
- Help shape how Lyft manages its most important relationships by designing and building a strategic partnership review process — establishing the cadence, format, and criteria by which partnership health and direction are assessed at the highest level
- Ensure deal value is fully realised by briefing Lyft's program management and operational teams fully on commercials, expectations, and contractual commitments at deal close and hand off
- Unlock Lyft's full internal capability by building a deep network across the organisation, leveraging cross-functional expertise to deliver on negotiation and partnership goals
- Stay ahead of each partner by developing a deep understanding of their business, strategy, and priorities — continuously identifying growth opportunities and strengthening long-term alignment
- Make Lyft a better partner over time by identifying lessons learned from active partnerships and translating them into improvements to how Lyft engages with the AV ecosystem
Experience:
- 7+ years of experience in strategic partnerships, business development, or account management, ideally in mobility, automotive, or technology
- Demonstrated track record of owning senior-level commercial relationships with complex, multi-party stakeholders
- Strong commercial instincts — able to understand complex deal structures, identify risks, and negotiate effectively
- Excellent cross-functional collaboration skills; comfortable driving alignment across legal, finance, product, and operations teams without direct authority
- Executive-level written and verbal communication skills; able to represent Lyft professionally in high-stakes partner settings
- Highly organised with the ability to manage multiple active partnerships simultaneously without losing precision on the details
- Genuine curiosity about the AV industry and appetite to develop deep expertise in a fast-moving space
- Experience with master framework agreements, technology deployment agreements, or similar long-form commercial structures is a plus
- Existing relationships in the AV, OEM, or mobility ecosystem are a plus
Benefits:
- Great medical, dental, and vision insurance options with additional programs available when enrolled
- Mental health benefits
- Family building benefits
- Child care and pet benefits
- 401(k) plan with company match to help save for your future
- In addition to 12 observed holidays, salaried team members have discretionary paid time off, hourly team members have 15 days paid time off
- 18 weeks of paid parental leave. Biological, adoptive, and foster parents are all eligible
- Subsidized commuter benefits
- Monthly Lyft credits and complimentary Lyft Pink membership
Lyft is an equal opportunity employer committed to an inclusive workplace that fosters belonging. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, age, genetic information, or any other basis prohibited by law. We also consider qualified applicants with criminal histories consistent with applicable federal, state and local law.
Lyft highly values having employees working in-office to foster a collaborative work environment and company culture. This role will be in-office on a hybrid schedule — Team Members will be expected to work in the office 3 days per week on Mondays, Wednesdays, and Thursdays. Lyft considers working in the office at least 3 days per week to be an essential function of this hybrid role. Your recruiter can share more information about the various in-office perks Lyft offers. Additionally, hybrid roles have the flexibility to work from anywhere for up to 4 weeks per year. #Hybrid
The expected base pay range for this position in the San Francisco area is $169,000 - $211,250, not inclusive of potential equity offering, bonus or benefits. Salary ranges are dependent on a variety of factors, including qualifications, experience and geographic location. Your recruiter can share more information about the salary range specific to your working location and other factors during the hiring process.