Director of Sales, Shipper
Toronto, CAN, San Francisco, CA & Remote - US & Canada
Commercial – Commercial Partnerships/Sales /
Full-time /
Hybrid
Waabi, founded by AI pioneer and visionary Raquel Urtasun, is an AI company building the next generation of self-driving technology. With a world class team and an innovative approach that unleashes the power of AI to “drive” safely in the real world, Waabi is bringing the promise of self-driving closer to commercialization than ever before. Waabi is backed by best-in-class investors across the technology, logistics and the Canadian innovation ecosystem.
With offices in Toronto, San Francisco, Dallas, and Pittsburgh, Waabi is growing quickly and looking for diverse, innovative and collaborative candidates who want to impact the world in a positive way. To learn more visit: www.waabi.ai
You will...
- Work with the executive leadership team, building the go-to-market strategy for driving commercial adoption of the Waabi Driver.
- Establish strong relationships and develop partnerships with new and existing customers to adopt and integrate Waabi’s autonomous solutions providing insights and recommendations on the transformation of their business to prepare for autonomy.
- Help build and drive Waabi’s customer engagement programs through managing the entire lifecycle of adoption and integration.
- Drive the end-to-end execution of the go-to-market customer strategy resulting in both early stage adoption and mid to long term rapid growth.
- Over time define, hire and manage an industry leading sales team to drive commercial excellence and growth with our shippers.
- Bring the necessary customer insights to both ongoing product development, customer operations and the partnership ecosystem strategy.
- Build and manage customer pipelines, pricing strategies/financial models, performance and tracking as it pertains to deals, negotiations, and customer engagement.
- Work cross-functionally with Waabi’s engineering, product, business, finance, and legal teams to negotiate new deals and execute upon existing contracts.
- Structure and negotiate custom / first of their kind partnership agreements with win-win incentives and balanced terms.
- Evaluate and maintain partner engagement by building trusted relationships with partners and developing a thorough understanding of their priorities and challenges.
- Convey business & product requirements in collaboration with technical stakeholders, taking into consideration Waabi’s overall strategy and objectives.
Qualifications:
- MS/MBA or Bachelors degree with a minimum of 10+ years of experience in sales within the logistics, transportation, and/or similar fields.
- Demonstrated ability to build a strong relationship with customers by identifying opportunities and presenting solutions to solve pain points with strategic proposals.
- Proven track record of client facing experience (experience with Shippers is preferred) where you’ve developed the customer relationship, balanced favorable terms, and closed a strategic agreement that resulted in long term continued growth.
- Experience leading high growth enterprise sales / executive account management teams in early stage business growth
- Excellent verbal and writing skills by setting the right level of context to internal and external stakeholders.
- Ability to communicate directly with senior executives while in a fast-paced, ambiguous environment.
- Strong interpersonal skills to effectively collaborate, influence, build trust and develop meaningful relationships with internal and partner contacts.
- Experience with financial models, negotiations, and creating strategic partnerships
- Strong analytical skills with the ability to break-down complex technical, contractual and financial issues.
- Open-minded and collaborative team player with the willingness to help others.
- Passionate about self-driving technologies, building partnerships, and driving results.
The US yearly salary range for this role is: $218,000 - $300,000 USD in addition to competitive perks & benefits. Waabi (US) Inc.’s yearly salary ranges are determined based on several factors in accordance with the Company’s compensation practices. The salary base range is reflective of the minimum and maximum target for new hire salaries for the position across all US locations. Note: The Company provides additional compensation for employees in this role, including equity incentive awards and an annual performance bonus.
Perks/Benefits:
- Competitive compensation and equity awards.
- Health and Wellness benefits encompassing Medical, Dental and Vision coverage (for full-time employees only).
- Unlimited Vacation.
- Flexible hours and Work from Home support.
- Daily drinks, snacks and catered meals (when in office).
- Regularly scheduled team building activities and social events both on-site, off-site & virtually.
- As we grow, this list continues to evolve!
Waabi is a technology start-up building technologies to transform the way the world moves. Join our talented team to be a part of the future and to make an impact!
Waabi is an equal opportunity employer. We celebrate diversity and are committed to creating a supportive, inclusive, and accessible workplace for all our employees. We seek applicants of all backgrounds and identities, across race, color, ethnicity, national origin or ancestry, age, citizenship, religion, sex, sexual orientation, gender identity or expression, military or veteran status, marital status, pregnancy or parental status, caregiver status, disability, or any other characteristic protected by law. We make workplace accommodations for qualified individuals with disabilities as required by applicable law. If reasonable accommodation is needed to participate in the job application or interview process please let our recruiting team know.
