Vice President of Commercialization
Kodiak AI is an active public company providing AI-powered autonomous ground-vehicle technology, principally through the Kodiak Driver for commercial trucking, industrial trucking, and defense applications.
Funding history
About Kodiak AI, Inc.
Kodiak Driver combines AI-powered software and modular, vehicle-agnostic hardware to enable driverless vehicle operations. Kodiak commercializes the technology through a Driver-as-a-Service model and serves trucking, industrial, and defense customers.
Skills
Candidate Availability
Required and preferred rules are kept separate and reflect the wording in the original posting.
About the Role
You will define and execute go-to-market strategy, identify commercial opportunities, negotiate enterprise contracts, and develop strategic customer partnerships. You will establish commercial operating requirements, align customer needs with product roadmaps, report KPIs, and recruit and lead a commercial organization.
Requirements
- Have 15+ years of business development, corporate development, or senior commercial experience.
- Have at least 10 years of leadership experience.
- Demonstrate success developing and executing B2B go-to-market strategies.
- Demonstrate experience leading complex enterprise deals valued at $100M+ from inception through close.
- Have experience in logistics, freight, transportation, enterprise SaaS, or deep technology.
- Demonstrate cross-functional leadership with engineering, product, and operations stakeholders.
- Communicate complex technical concepts as business value to diverse audiences.
- Be willing and able to travel up to 50% of the time.
Responsibilities
- Develop, own, and execute go-to-market strategy.
- Define and track commercial KPIs and report performance to leadership.
- Analyze competitors and market dynamics.
- Lead the business development lifecycle from lead qualification through contract negotiation and deal closure.
- Develop long-term customer relationships and advocate for customer success.
- Build a pipeline of commercial opportunities to meet revenue and deployment targets.
- Structure and negotiate partnerships supporting RoboTruck deployments.
- Define service-level agreements, customer-support protocols, and performance metrics.
- Create feedback loops among customers, operations, and product stakeholders.
- Align commercial and product roadmaps with product and engineering leadership.
- Translate customer needs and market feedback into product insights.
- Recruit, mentor, and lead commercial staff.
- Travel up to 50% of the time to engage customers, partners, and internal stakeholders.
Benefits
- Equity
- Annual bonuses
- Medical, dental, and vision insurance
- Infertility benefits
- Legal services
- Identity and fraud protection
- Hospital indemnity insurance
- Accident insurance
- Critical illness insurance
- Flexible paid time off
- 10 paid holidays
- Parental leave
- Dog-friendly office
- Free catered lunch
- Stocked kitchen
- Free EV charging
- Long-term disability insurance
- Short-term disability insurance
- Life insurance
- Headspace
- Calm
- One Medical
- Gympass
- Spring Health
- Rula
- 401(k)
- Commuter benefits
- Flexible spending account
- Dependent care flexible spending account
- Health savings account
- Referral bonuses
- Patent bonuses