Vice President of Commercialization

<div class="content-intro"><p>Kodiak Robotics, Inc. was founded in 2018 and has become a leader in autonomous ground transportation committed to a safer and more efficient future for all. The company has developed an artificial intelligence (AI) powered technology stack purpose-built for commercial trucking and the public sector. The company delivers freight daily for its customers across the southern United States using its autonomous technology. In 2024, Kodiak became the first known company to publicly announce delivering a driverless semi-truck to a customer. Kodiak is also leveraging its commercial self-driving software to develop, test and deploy autonomous capabilities for the U.S. Department of Defense.</p></div><p><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">This is a leadership role at the heart of Kodiak’s growth story. As the Vice President of Commercialization, you will be the architect and driver of our commercial engine. This role moves beyond transactional sales; it is about building the commercial foundation for a new industry by forging deep, long-lasting partnerships built on trust and a shared vision for the future of logistics. You will be the crucial link between our customers, our product, and our operations, ensuring that Kodiak not only delivers on its promises but also builds a sustainable, scalable, and profitable business alongside our partners.</span></p> <p><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><strong>In this role, you will:</strong></span></p> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Go-to-Market Strategy &amp; Execution:</span></li> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">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</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Define and track key commercial KPIs, providing regular performance reports to the COO and the rest of the leadership team.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Continuously analyze the competitive landscape and market dynamics to ensure Kodiak maintains a strategic advantage.</span><br><br></li> </ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Business Development:</span></li> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Lead the entire business development lifecycle, from identifying and qualifying leads to negotiating complex, multi-faceted contracts and closing cornerstone deals with fleet customers</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">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.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Build and nurture a robust pipeline of commercial opportunities to meet and exceed revenue and deployment targets.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Structure and negotiate first-of-their-kind partnerships that are critical to scaling our RoboTruck deployments and its ecosystem</span><br><br></li> </ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Commercial Operations &amp; Scalability:</span></li> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Define the operational requirements for commercial success, including service level agreements (SLAs), customer support protocols, and performance metrics for our driverless transportation services.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Create a seamless feedback loop between customers, our operations and product team to drive efficiency and customer satisfaction.</span><br><br></li> </ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Cross-Functional Product &amp; Engineering Alignment:</span></li> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Work directly with Product and Engineering leadership to discuss, influence, and align the commercial and product roadmaps.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">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.</span><br><br></li> </ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Team Leadership:</span></li> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Recruit, mentor, and lead a world-class commercial team capable of executing in a fast-paced, ambiguous, and highly technical environment.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Foster a culture of data-driven decision-making, accountability, and relentless execution.</span></li> </ul> </ul> <p>&nbsp;</p> <h3><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">What you'll bring:</span></h3> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">15+ years of experience in business development, corporate development, or a senior commercial role, with at least 10 years in a leadership position.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Proven track record of developing and executing go-to-market strategies for new products or services in a B2B environment.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Demonstrated experience leading the full lifecycle of complex, long-cycle enterprise deals from inception to close ($100M+ contract value).</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Experience working within the logistics, freight, transportation, enterprise SaaS, or deep technology sectors.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Exceptional cross-functional leadership skills; ability to partner with and influence engineering, product, and operations teams in a technical environment.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">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</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Entrepreneurial mindset with a high tolerance for ambiguity and the ability to thrive in a fast-paced, startup environment.</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Ability and willingness to travel to engage with customers, partners, and internal teams, up to 50% of the time</span></li> </ul> <p class="p2"><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;"><strong>What we offer:</strong></span></p> <p><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;"></span></p> <ul> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Competitive compensation package including equity and annual bonuses</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Excellent Medical, Dental, and Vision plans through Kaiser Permanente, Cigna, and&nbsp; MetLife (including a medical plan with infertility benefits)</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">MetLife Legal Services, Identity &amp; Fraud Protection, Hospital Indemnity Insurance, Accident Insurance, &amp; Critical Illness Insurance</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Flexible PTO, 10 paid holidays, and generous parental leave policies</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Our office is centrally located in Mountain View, CA</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Office perks: dog-friendly, free catered lunch, a fully stocked kitchen, and free EV charging</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Long Term Disability, Short Term Disability, Life Insurance</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Wellbeing Benefits - Headspace through Cigna, Calm through Kaiser, One Medical, Gympass, Spring Health through Cigna, Rula (mental health navigation)&nbsp;</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Fidelity 401(k)</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Commuter, FSA, Dependent Care FSA, HSA</span></li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Various incentive programs (referral bonuses, patent bonuses, etc.)</span></li> </ul> <p><span style="font-size: 12pt; font-family: helvetica, arial, sans-serif;"></span></p><div class="content-conclusion"><div>&nbsp;</div> <div>At Kodiak, we strive to build a diverse community working towards our common company goals in a safe and collaborative environment where harassment of any kind is strictly prohibited. Kodiak is committed to equal opportunity employment regardless of race, ethnicity, religion, gender identity, sexual orientation, age, disability, or veteran status, or any other basis protected by applicable law.</div> <div>&nbsp;</div> <div>In alignment with its business operations, Kodiak adheres to all relevant statutes, regulations, and administrative prerequisites. Accordingly, roles that carry more sensitive requirements may be limited to candidates that can satisfy additional scrutiny and eligibility for such positions may hinge on verification of a candidate’s residence, U.S. person status, and/or citizenship status. Should the position require, and Kodiak determines that a candidate’s residence, U.S. person status, and/or citizenship status necessitate an export license, bar the candidate from the position, or otherwise fall under national security-related restrictions, Kodiak will consider the candidate for alternative positions unaffected by such restrictions, under terms and conditions set forth at Kodiak’s sole discretion, or, as an alternative, opt not to proceed with the candidate’s application. If applicable, Kodiak may provide visa sponsorship for eligible candidates.</div> <div>&nbsp;</div> <div><em>We use a third-party AI tool (Endorsed) to assist in the initial screening of applications. As part of the evaluation process, we provide Endorsed with job requirements and candidate-submitted applications. Final hiring decisions are made by our human recruitment team, and no automated system makes the ultimate decision regarding hiring. Certain features of the platform may qualify it as an Automated Employment Decision Tool (AEDT) under applicable regulations. We began using Endorsed on January 1, 2026. You can review the independent bias audit report covering our use of Endorsed [here](</em><em><a href="https://endorsed.com/local-law-144" target="_blank" data-sk="tooltip_parent">https://endorsed.com/local-law-144</a></em><em>). By submitting your application, you acknowledge that your application may be processed by AI systems as part of the screening and selection process. If you have any questions or would like to request a separate review of your application, please contact </em><em><a href="mailto:careers@kodiak.ai" target="_blank" data-sk="tooltip_parent">careers@kodiak.ai</a></em><em> with "Separate Review Request" in the email subject line.</em></div> <p>&nbsp;</p></div>