Vice President of Commercialization
- Mountain View, CA
- Permanent
- Full-time
- Go-to-Market Strategy & Execution:
- Develop, own, and execute Kodiak's comprehensive go-to-market strategy, including market segmentation, customer profiling incl customer value discovery, and identification of new business opportunities and use cases
- Define and track key commercial KPIs, providing regular performance reports to the COO and the rest of the leadership team.
- Continuously analyze the competitive landscape and market dynamics to ensure Kodiak maintains a strategic advantage.
- Business Development:
- Lead the entire business development lifecycle, from identifying and qualifying leads to negotiating complex, multi-faceted contracts and closing cornerstone deals with fleet customers
- Cultivate and champion deep, long-lasting relationships with our customers, establishing a foundation of trust and acting as their senior advocate within Kodiak to ensure mutual success.
- Build and nurture a robust pipeline of commercial opportunities to meet and exceed revenue and deployment targets.
- Structure and negotiate first-of-their-kind partnerships that are critical to scaling our RoboTruck deployments and its ecosystem
- Commercial Operations & Scalability:
- Define the operational requirements for commercial success, including service level agreements (SLAs), customer support protocols, and performance metrics for our driverless transportation services.
- Create a seamless feedback loop between customers, our operations and product team to drive efficiency and customer satisfaction.
- Cross-Functional Product & Engineering Alignment:
- Work directly with Product and Engineering leadership to discuss, influence, and align the commercial and product roadmaps.
- Translate customer needs and market feedback into clear insights and collaborate with the Product team to ensure our product development is directly tied to commercial value.
- Team Leadership:
- Recruit, mentor, and lead a world-class commercial team capable of executing in a fast-paced, ambiguous, and highly technical environment.
- Foster a culture of data-driven decision-making, accountability, and relentless execution.
- 15+ years of experience in business development, corporate development, or a senior commercial role, with at least 10 years in a leadership position.
- Proven track record of developing and executing go-to-market strategies for new products or services in a B2B environment.
- Demonstrated experience leading the full lifecycle of complex, long-cycle enterprise deals from inception to close ($100M+ contract value).
- Experience working within the logistics, freight, transportation, enterprise SaaS, or deep technology sectors.
- Exceptional cross-functional leadership skills; ability to partner with and influence engineering, product, and operations teams in a technical environment.
- Outstanding communication and presentation skills, with the ability to translate complex technical concepts into clear business value for diverse audiences, including customers and their executives
- Entrepreneurial mindset with a high tolerance for ambiguity and the ability to thrive in a fast-paced, startup environment.
- Ability and willingness to travel to engage with customers, partners, and internal teams, up to 50% of the time
- Competitive compensation package including equity and biannual bonuses
- Excellent Medical, Dental, and Vision plans through Kaiser Permanente, Anthem, and Guardian (including a medical plan with infertility benefits)
- Flexible PTO and generous parental leave policies
- Our office is centrally located in Mountain View, CA
- Office perks: dog-friendly, free catered lunch, a fully stocked kitchen, and free EV charging
- Long Term Disability, Short Term Disability, Life Insurance
- Wellbeing Benefits - Headspace, One Medical, Gympass, Spring Health
- Fidelity 401(k)
- Commuter, FSA, Dependent Care FSA, HSA
- Various incentive programs (referral bonuses, patent bonuses, etc.)