Head of Partnerships

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of Kodiak's comprehensive partnership strategy and establish the frameworks that dictate how we recognize, prioritize, and connect with partners, including Truck OEMs, Tier 1 suppliers, component vendors, and ecosystem participants.

• Develop and sustain a pipeline of partnership opportunities; assess partners based on strategic alignment, commercial potential, and compatibility with Kodiak's deployment objectives.

• Oversee the entire process of deal structuring and negotiation — from establishing commercial terms and governance frameworks to finalizing agreements in close collaboration with legal and finance teams.

• Manage the commercial onboarding process for new partners, setting clear milestones and success metrics from the outset.

• Act as the main commercial liaison for key partners; nurture executive-level relationships, pinpoint expansion opportunities, and facilitate resolution when challenges arise.

• Collaborate closely with Kodiak's internal teams — including engineering, operations, and product — to ensure the company fulfills commitments made to partners, while partnering with the leadership team to align partnership priorities with Kodiak's overarching strategic vision.

• Establish and monitor KPIs for partnership performance, and integrate market intelligence from partner relationships to guide Kodiak's wider strategic priorities.

• Build, lead, and mentor a growing partnerships team, cultivating a culture of accountability, commercial discipline, and continuous enhancement.

⛳️ Requirements

• Over 15 years of experience in partnerships, business development, or strategic alliances, preferably within the automotive, trucking, mobility, or advanced technology sectors.

• A proven history of managing intricate, multi-stakeholder commercial relationships with OEMs, Tier 1s, or industrial suppliers from initial qualification through ongoing management.

• An adept dealmaker with direct experience in structuring and negotiating B2B agreements with considerable commercial significance.

• Commercially astute with the ability to identify value drivers, create mutually beneficial commercial structures, and maintain a firm stance on critical terms.

• An exceptional relationship builder — skilled in engaging at the executive level with major industry players and equally proficient in navigating details with mid-level commercial teams.

• Highly organized with the capacity to manage a vast, complex portfolio of partnerships at various stages simultaneously.

• Capable of working effectively in a cross-functional setting, collaborating with technical, legal, finance, and operations teams without needing to control or direct their efforts.

• Entrepreneurial in spirit — comfortable with uncertainty, able to create structure from the ground up, and driven by the prospect of shaping a new industry.

• Willingness to travel frequently to engage with partners, attend industry events, etc. - up to 40% of the time.

🏝️ Benefits

• Competitive compensation package inclusive of equity and annual bonuses.

• Comprehensive Medical, Dental, and Vision plans through Kaiser Permanente, Cigna, and MetLife (including a medical plan with infertility benefits).

• Access to MetLife Legal Services, Identity & Fraud Protection, Hospital Indemnity Insurance, Accident Insurance, and Critical Illness Insurance.

• Flexible PTO, 10 paid holidays, and generous parental leave policies.

• Our office is conveniently located in Mountain View, CA.

• Office amenities: dog-friendly environment, free catered lunch, fully stocked kitchen, and complimentary EV charging.

• Long Term Disability, Short Term Disability, and Life Insurance coverage.

• Wellbeing Benefits - Headspace through Cigna, Calm through Kaiser, One Medical, Gympass, Spring Health through Cigna, and Rula (mental health navigation).

• Fidelity 401(k) plan.

• Commuter benefits, FSA, Dependent Care FSA, and HSA options.

• Various incentive programs (referral bonuses, patent bonuses, etc.).