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Vice President of Commercialization

Kodiak AI· Business Development
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Remotefull-timePosted 10mo ago

About the role

Leadership role responsible for architecting and driving Kodiak’s Go-To-Market, business development, commercial operations, cross-functional product alignment, and team leadership to build a scalable, profitable commercialization engine for Kodiak’s driverless logistics platform.

Responsibilities

  • 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

Qualifications

  • 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

Skills

Required:Go-to-Market strategyEnterprise deal leadership

Benefits

  • Competitive compensation package including equity and annual bonuses
  • Medical, Dental, and Vision plans through Kaiser Permanente, Cigna, and MetLife (including infertility benefits)
  • MetLife Legal Services, Identity & Fraud Protection, Hospital Indemnity Insurance, Accident Insurance, & Critical Illness Insurance
  • Flexible PTO, 10 paid holidays, and generous parental leave policies
  • Office located in Mountain View, CA; dog-friendly with free catered lunch, fully stocked kitchen, and free EV charging
  • Long Term Disability, Short Term Disability, Life Insurance
  • Wellbeing Benefits - Headspace, Calm, One Medical, Gympass, Spring Health, Rula
  • Fidelity 401(k)
  • Commuter, FSA, Dependent Care FSA, HSA
  • Various incentive programs (referral bonuses, patent bonuses, etc.)
Last updated Oct 21, 2026. Interested? Apply on the company site.

About Kodiak AI

Safely driving an autonomous future.

Our purpose-built autonomous solution, the Kodiak Driver, is the AV industry’s most advanced driverless technology, seamlessly integrating into any driving platform for reliable movement in any environment. Learn how we’re shaping the future of ground transportation.

autonomousdriverlessground transportationAI
Company profileWebsite

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