Vice President of Commercialization

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August 9

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Kodiak

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Cybersecurity • Healthcare Insurance • Public Safety

Kodiak is a leading provider of critical communications and security technology solutions. They specialize in mission-critical radios, video security systems, and unified communications that enhance operational efficiency and safety across various industries, including public safety, manufacturing, and healthcare. With a focus on innovation and reliability, Kodiak helps organizations stay connected and secure, ensuring effective communication during emergencies and routine operations alike.

10,000+ employees

Founded 2003

🔒 Cybersecurity

⚕️ Healthcare Insurance

📋 Description

• 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. • 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 • 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. • 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. • 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.

🎯 Requirements

• 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

🏖️ Benefits

• 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.)