---
title: 'Vice President of Commercialization at Kodiak'
canonical: 'https://feeny.ai/job/vice-president-of-commercialization-kodiak-united-states-e4dtvedeasey'
type: 'job'
last_seen: '2026-09-14'
---

# Vice President of Commercialization at Kodiak

- **Company:** Kodiak
- **Location:** United States
- **Work type:** remote
- **Posted:** 2025-08-06
- **Last confirmed live:** 2026-09-14
- **Apply:** https://job-boards.greenhouse.io/kodiak/jobs/4012631009

## Job description

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.

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.

In this role, you will:

- 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.

What you'll bring:

- 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

What we offer:

- Competitive compensation package including equity and annual bonuses
- Excellent Medical, Dental, and Vision plans through Kaiser Permanente, Cigna, and  MetLife (including a medical plan with 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
- 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 through Cigna, Calm through Kaiser, One Medical, Gympass, Spring Health through Cigna, Rula (mental health navigation)
- Fidelity 401(k)
- Commuter, FSA, Dependent Care FSA, HSA
- Various incentive programs (referral bonuses, patent bonuses, etc.)

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.

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.

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](https://endorsed.com/local-law-144). 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 careers@kodiak.ai with "Separate Review Request" in the email subject line.

## About Kodiak

## Company Overview
- **One-liner**: Kodiak develops AI-powered autonomous ground mobility solutions, primarily for long-haul trucking and defense applications, with the goal of building the world’s safest driver.
- **Entity Type**: Private (Founded in 2018; funding stage not explicitly disclosed but has raised significant capital from top-tier investors)
- **Headquarters**: Mountain View, California, United States
- **Founded**: April 2018
- **Founders**: Don Burnette (CEO)

## Core Business
- **Primary industry/industries**: Autonomous Vehicles (AV), AI, Trucking & Logistics, Defense & National Security, Industrial Automation
- **Target customers**: B2B – Commercial trucking fleets, logistics companies, and the U.S. Department of Defense (for autonomous ground systems)
- **Mission or purpose statement**: To become the trusted world leader in autonomous ground transportation, committed to a safer and more efficient future for all through the commercialization of driverless trucking at scale.

## Products & Services
- **[The Kodiak Driver]**: A purpose-built, AI-powered autonomous driving system (hardware and software) that enables driverless movement of trucks and other vehicles. It combines AI perception, modular hardware, and offboard services into a single, integrated platform designed for safety, efficiency, and reliability in long-haul trucking.
- **[Kodiak Defense Solutions]**: An adaptation of the Kodiak Driver for national security applications, providing autonomous capabilities for military ground vehicles.
- **[Industrial Autonomy Solutions]**: Solutions tailored for heavy industry and harsh environments, focusing on operational efficiency and safety.

## Market Standing
- **Valuation/Market Cap**: Not publicly disclosed.
- **Key Metric**: Has safely delivered over 7,000 commercial loads and driven over 2.6 million autonomous miles. In 2024, became the first company to publicly announce delivering a driverless semi-truck to a customer.
- **Notable Investors/Partners**: Uber (Talent source and acquisition of co-founder's previous startup Ottomotto); key partners include the U.S. Department of Defense and members of its Trucking Industry Advisory Council. Alumni have come from Waymo, Cruise, Nuro, and Uber.
- **Growth Signals**: Actively expanding from trucking into defense and industrial sectors. Aggressive hiring with 59 active job postings (as of mid-2026) and a 28.3% year-over-year increase in job postings. They are on the critical path to launching driverless operations on public highways.

## Competitive Advantages
- **Proven Track Record**: First to publicly deliver a driverless semi-truck to a customer and has a strong safety record with 2.6 million autonomous miles and 7,000+ loads delivered.
- **Purpose-Built Technology**: The Kodiak Driver is specifically designed for the unique challenges of long-haul trucking (e.g., highway driving, fuel efficiency, safety) rather than adapted from robotaxi technology.
- **Dual-Use Technology**: Leveraging its commercial self-driving software for defense applications (U.S. Department of Defense), creating a unique revenue stream and technological validation.
- **Strong Talent Pipeline**: Deep domain expertise with team members from top AV companies like Waymo, Cruise, Nuro, and Uber.

## Strategic Focus
- **Driverless Highway Launch**: The primary near-term goal is to launch driverless operations on public highways by the end of 2026 (as stated in job postings). This is the company's north star.
- **Expanding Operational Design Domain (ODD)**: After the initial driverless launch, the focus will be on expanding the conditions and geographies in which the Kodiak Driver can operate.
- **Diversification into Defense**: A significant strategic priority is deploying autonomous technology for national security, which provides a stable, non-commercial revenue stream and validates the technology's robustness.
- **Commercialization at Scale**: Moving from pilot programs and customer deliveries to full commercial deployment with major trucking fleets.

## Why Work Here
- **High-Impact Mission**: Work on technology that aims to save lives (reducing truck crashes caused by human error), improve sustainability, and transform the freight and defense industries.
- **Culture of Safety and Innovation**: The company is deeply committed to safety (ISO 26262, ISO 21448) but also values agility, efficiency, and "principled debate." They seek the truth, even when inconvenient.
- **Autonomy and Ownership**: Interns and engineers are given independence to design solutions and own their projects, working "shoulder-to-shoulder with the best."
- **Hybrid Work Environment**: Based in Mountain View, CA with a "hybrid work environment" and a newly renovated, dog-friendly office with free EV charging, catered lunch, and a fully stocked kitchen.
- **Competitive Compensation & Benefits**: Includes competitive base pay, equity, annual bonuses, flexible PTO, 401k, excellent medical/dental/vision, infertility benefits, and generous parental leave.
- **Talent Density**: Work alongside veterans from Waymo, Cruise, Nuro, Uber, and Google’s self-driving car project.

## Sources
1. [Kodiak AI Company Page](https://kodiak.ai/company)
2. [Kodiak AI Homepage](https://kodiak.ai/)
3. [Kodiak AI Careers Page](https://kodiak.ai/careers)
4. [LinkedIn - Kodiak](https://www.linkedin.com/company/kodiakai)
5. [Greenhouse - Kodiak Jobs](https://job-boards.greenhouse.io/kodiak/jobs/4194480009)

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