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Director, Fleet Solutions

Waabi· Commercial – Commercial Partnerships/Sales
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Hybrid (Dallas, TX)$212k - $260kFull-timePosted 3w ago

About the role

Waabi is seeking a Director, Fleet Solutions to drive negotiating, modeling, and value-prop delivery for fleet customers in the autonomous trucking space. The role blends commercial leadership with technical and analytical rigor to shape pilots, demonstrations, and scalable playbooks for customers across trucking and logistics.

Responsibilities

  • Solidify yourself as a truck purchasing/selling SME. Meet with customers evaluating fleet purchases and talk shop from a position of real experience with the nuances of the buying process.
  • Own customer value cases. Build value propositions grounded in the customer's actual network and freight data (lane economics, fleet sizing, utilization) and present them to VP/C-level audiences at carriers, shippers, and private fleets.
  • Speak TCO at the line-item level. Tractor lifecycle, depreciation and residuals, driver cost structures, fuel, insurance, maintenance, empty miles, cost-per-mile vs. cost-of-ownership — and clearly articulate the cost impact of autonomy against the customer's current operating reality.
  • Hold your own in operational discussions. Propose solutions that fit within their desired operating model
  • Support customer hosting. Partner with your Commercial sales counterpart to run demos, on-sites, and multi-day working sessions as the face of the solutions engagement, owning both the room and the agenda.
  • Shape the commercial constructs behind a pilot. Work with Sales, Product, and Finance on the structures behind a signed pilot, and with Operations on what can actually be committed and when.
  • Build with AI tooling. Use Claude Code / Codex daily to build and extend analysis pipelines, models, and customer deliverables in a shared codebase.
  • Scale the playbook. Turn one-off analyses into repeatable frameworks so each new customer engagement is faster than the last. As the team grows, help shape it — mentoring future hires and building out the function

Qualifications

  • 10+ years in trucking or logistics, with deep exposure to fleet operations or truck OEMs — carrier network and pricing leadership, fleet management, or OEM vocational/TCO sales engineering (or a comparable path).
  • Direct experience in the Class 8 equipment lifecycle — buying, selling, or leasing.
  • A demonstrated record of building and presenting quantitative value propositions and business cases to senior executives.
  • Strong quantitative modeling skills, with the ability to apply them inside an agentic coding environment.
  • Autonomous vehicle or fleet-tech exposure strongly preferred.
  • Executive presence — sharp storytelling, strong deck craft, and the judgment to know what belongs on a slide and what doesn't.
  • Integrity under commercial pressure — holds the line on what the technology and the timeline can and cannot support.
  • Comfort operating in ambiguity — early-commercial-stage motion, evolving pricing, no established playbook.

Skills

Required:Truck fleet purchasing and sellingValue proposition developmentQuantitative modeling
Nice to have:AI tooling

Benefits

  • Competitive compensation and equity awards.
  • Health and Wellness benefits encompassing Medical, Dental and Vision coverage (for full-time employees only).
  • Unlimited Vacation.
  • Flexible hours and Work from Home support.
  • Daily drinks, snacks and catered meals (when in office).
  • Regularly scheduled team building activities and social events both on-site, off-site & virtually.
Last updated Oct 21, 2026. Interested? Apply on the company site.

About Waabi

pioneering Physical AI, starting with autonomous trucks.

Waabi is pioneering Physical AI, starting with autonomous trucks. We developed a next-generation approach leveraging an end-to-end interpretable and verifiable AI model that’s powered by the industry's most realistic neural simulator. This dramatically reduces the development time and resources needed to bring self-driving vehicles to public roads — safely and at scale.

Autonomous trucksPhysical AIneural simulatorAI modelself-driving vehicles
Company profileWebsite

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