As Director, Fleet Sales, you will own Rivian’s commercial fleet sales strategy and execution across key customer segments, including enterprise, government, and strategic fleet operators. You will be accountable for delivering against ambitious volume and revenue targets, building and leading a high‑performing sales organization, and shaping how fleets experience Rivian from first conversation through long‑term partnership.

You will define the go‑to‑market strategy for our fleet product lineup, sharpen how we position Rivian against legacy and EV competitors, and ensure your team consistently builds healthy pipeline, closes complex multi‑stakeholder deals, and expands existing fleet relationships. This role is highly cross‑functional, partnering closely with Marketing, Product Management, Operations, Service, Comms, Finance, and Legal to create integrated, scalable programs that accelerate adoption and drive profitable growth.

Sales Strategy & Performance

• Own Rivian’s fleet sales strategy and execution to achieve (and exceed) annual volume, revenue, and margin targets.
• Define clear go‑to‑market plans for the fleet product lineup, including segmentation, targeting, territory coverage, and channel strategy.
• Establish and continuously refine key performance indicators (e.g., pipeline coverage, win rate, deal velocity, ASP, retention/expansion) to manage the business.
• Lead regular business reviews and forecasting cadences, ensuring forecast accuracy, clear risk/opportunity calls, and data‑driven decision making.
• Conduct ongoing market and competitive analysis to understand Rivian’s position, share of wallet, and growth opportunities across fleet segments, informing both sales strategy and product roadmap.

Team Leadership & Development

• Build, lead, and develop a high‑performing team of fleet sales leaders and advisors, setting a clear bar for execution, accountability, and customer obsession.
• Provide day‑to‑day coaching, deal support, and pipeline inspection to ensure your team is running disciplined sales processes from prospecting through close and renewal.
• Create a culture of performance, feedback, and development, including clear expectations, regular 1:1s, and growth plans aligned to Rivian’s compass values.
• Provide strategic direction on territory design, account ownership, and capacity planning as the team scales.
• Provide clear performance management, including recognition, coaching, and corrective action where needed to maintain a high bar of execution.

Account & Market Execution

• Ensure sales teams develop targeted account plans with a coherent integration of tactics, stakeholder mapping, and activities to achieve both new logo and expansion goals.
• Cultivate, grow, and retain executive‑level relationships with priority fleet customers and partners, modeling how Rivian shows up in complex, strategic deals.
• Oversee the team’s execution on prospecting, RFP/RFQ responses, commercial negotiations, and contract structures, in partnership with Legal and Finance.
• Champion a customer‑centric approach, ensuring feedback from fleet customers informs product, service, and operational improvements.

Cross-Functional Collaboration

• Partner closely with Marketing to shape campaigns, demand generation programs, events, and content that support pipeline creation and conversion for fleet segments.
• Work with Product Management to align on product priorities, roadmap trade‑offs, pricing strategies, and fleet‑specific requirements.
• Collaborate with Service, Operations, and Delivery to ensure Rivian can reliably deliver and support fleet commitments at scale.
• Establish frequent, transparent communication and collaboration with key stakeholders across Rivian, ensuring alignment on goals, trade‑offs, and execution plans.

Operational Excellence & Insights

• Define and oversee reporting and analytics to track pipeline health, program performance, and key fleet sales metrics across targeted areas.
• Partner with RevOps and Analytics teams to optimize tools, dashboards, and methodologies that surface insights and identify growth opportunities.
• Evaluate, track, and communicate the impact of fleet programs and campaigns, making data‑driven recommendations to refine investments.
• Drive continuous improvement in sales processes, playbooks, and enablement, ensuring the team can scale efficiently as Rivian’s fleet business grows.

• 12+ years of progressively sales experience, including leadership of sales teams responsible for complex, multi‑stakeholder deals.
• Bachelor’s degree required (Business, Marketing, related field); Master’s degree preferred.
• Proven track record of leading and scaling sales teams, including managers and senior individual contributors, in a high‑growth or fast‑changing environment.
• Demonstrated success in owning a sales target and delivering against aggressive revenue and/or volume targets.
• Fleet experience strongly preferred, ideally selling into commercial, government, or enterprise fleet customers (vehicles, services, or mobility solutions).
• Strong strategic and analytical skills, with the ability to interpret data, build forecasts, and translate insights into clear go‑to‑market actions.
• Exceptional interpersonal and executive communication skills, with a proven ability to build trust and influence at all levels, internally and externally.
• Ability to work under pressure and meet tight deadlines while adapting to a fast‑moving, evolving organization.
• Demonstrated ability to work independently, prioritize effectively, and manage time to meet individual and team goals.
• Proven success collaborating as part of a cross‑functional team, with a positive, solutions‑oriented approach in a dynamic environment.