Director, Fleet Solutions

Waabi; United States; Hybrid; USD 212,000 - 260,000; Full time

Benefits offered by this job

Equity awards

Health benefits

Unlimited vacation

WFH support

Snacks & meals

Team events

Job summary

Waabi, a leader in Physical AI, seeks a senior strategist to solidify truck purchasing/selling expertise, build value cases, and present to executives. You will own TCO storytelling and fleet economics, integrating AI-driven analyses while collaborating with Sales, Product, and Finance.

You will host demos, shape pilot structures, and help scale repeatable playbooks, mentoring future hires as the team grows.

Qualifications

• 10+ years in trucking or logistics with fleet operations or OEM exposure.
• Experience building and presenting quantitative value propositions to executives.
• Strong quantitative modeling skills and ability to apply them in coding environments.
• Autonomous vehicle or fleet-tech exposure preferred.
• Executive presence with strong deck craft and judgment.

Responsibilities

• Solidify yourself as a truck purchasing/selling SME and engage customers.
• Own customer value cases and present to VP/C-level audiences.
• Speak to total cost of ownership and fleet economics at the line-item level.
• Lead operational discussions and propose fit-for-purpose solutions.
• Support customer hosting, demos, and multi-day engagements.
• Help shape pilots' commercial constructs with Sales, Product, and Finance.
• Build with AI tooling and extend analysis pipelines.
• Scale playbooks and mentor future hires as the team grows.

Skills

Fleet operations

Pricing leadership

Executive presence

Quantitative modeling

Fleet-tech exposure

Storytelling

Tools

Claude Code

Codex

Job description

Waabi, founded by AI visionary Raquel Urtasun, is the leader in Physical AI. With a world-class team, we're unlocking the next era of autonomous transportation with technology that\u2019s powering commercial autonomous trucks and robotaxis. Waabi is backed by and partners with world leaders in AI, automotive, logistics, and deep tech.

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…

• Solidify yourself as a truck purchasing/selling SME. Meet with customers evaluating fleet purchases and talk shop from a position of real experience with the nuances of the buying process.

• Own customer value cases. Build value propositions grounded in the customer\'s actual network and freight data (lane economics, fleet sizing, utilization) and present them to VP/C-level audiences at carriers, shippers, and private fleets.

• Speak TCO at the line-item level. Tractor lifecycle, depreciation and residuals, driver cost structures, fuel, insurance, maintenance, empty miles, cost-per-mile vs. cost-of-ownership — and clearly articulate the cost impact of autonomy against the customer\'s current operating reality.

• Hold your own in operational discussions. Responsible for quickly comprehending customer\'s supply chains, pain points and areas of opportunity. Propose solutions that fit within their desired operating model

• Support customer hosting. Partner with your Commercial sales counterpart to run demos, on-sites, and multi-day working sessions as the face of the solutions engagement, owning both the room and the agenda.

• Shape the commercial constructs behind a pilot. Work with Sales, Product, and Finance on the structures behind a signed pilot, and with Operations on what can actually be committed and when.

• Build with AI tooling. Use Claude Code / Codex daily to build and extend analysis pipelines, models, and customer deliverables in a shared codebase.

• Scale the playbook. Turn one-off analyses into repeatable frameworks so each new customer engagement is faster than the last. As the team grows, help shape it — mentoring future hires and building out the function

Qualifications

Required:

• 10+ years in trucking or logistics, with deep exposure to fleet operations or truck OEMs — carrier network and pricing leadership, fleet management, or OEM vocational/TCO sales engineering (or a comparable path).
• Direct experience in the Class 8 equipment lifecycle — buying, selling, or leasing.
• A demonstrated record of building and presenting quantitative value propositions and business cases to senior executives.
• Strong quantitative modeling skills, with the ability to apply them inside an agentic coding environment.
• Autonomous vehicle or fleet-tech exposure strongly preferred.
• Executive presence — sharp storytelling, strong deck craft, and the judgment to know what belongs on a slide and what doesn\'t.
• Integrity under commercial pressure — holds the line on what the technology and the timeline can and cannot support.
• Comfort operating in ambiguity — early-commercial-stage motion, evolving pricing, no established playbook.

Bonus / Nice to have:

• Experience with freight data — TMS extracts, rate benchmarks (e.g., DAT), network optimization.
• Working, current fluency with AI coding agents (Claude Code, Codex, or equivalent).
• Prior experience in consulting or solutions engineering.

The US yearly salary range for this role is: $212,000 - $260,000 USD in addition to competitive perks & benefits. Waabi US Inc.\u2019s yearly salary ranges are determined based on several factors in accordance with the Company\u2019s compensation practices. 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.