Head of Partnerships

Join Kodiak, a leader in the autonomous trucking ecosystem, as the Head of Partnerships. In this high-impact role, you will define and execute Kodiak's partnership strategy, build and maintain a pipeline of partnership opportunities, lead deal structuring and negotiation, and serve as the primary commercial point of contact for key partners. You will work closely with internal teams and the leadership team to align partnership priorities with Kodiak's broader strategic direction. Additionally, you will build, manage, and mentor a growing partnerships team.

• Own Kodiak's overall partnership strategy and the frameworks that govern how we identify, prioritize, and engage partners across Truck OEMs, Tier 1 suppliers, component vendors, and ecosystem players.
• Build and maintain a pipeline of partnership opportunities; qualify partners based on strategic fit, commercial viability, and alignment with Kodiak's deployment goals.
• Lead end-to-end deal structuring and negotiation — from defining commercial terms and governance structures to closing agreements in close collaboration with legal and finance.
• Strong dealmaker with direct experience structuring and negotiating B2B agreements with significant commercial value
• Ability to work effectively in a cross-functional environment, partnering with technical, legal, finance, and operations teams without needing to own or direct their work
• 15+ years of experience in partnerships, business development, or strategic alliances, ideally within the automotive, trucking, mobility, or deep technology sectors
• Willingness to travel regularly to engage with partners, attend industry events, etc. - up to 40% of the time
• Highly organized with the ability to manage a large, complex portfolio of partnerships across different stages simultaneously
• Entrepreneurial mindset — comfortable with ambiguity, able to build structure from scratch, and motivated by the opportunity to shape a new industry
• Exceptional relationship builder — comfortable operating at the executive level with large industry players and equally effective working through the details with mid-level commercial teams
• Proven track record managing complex, multi-stakeholder commercial relationships with OEMs, Tier 1s, or industrial suppliers from qualification through ongoing management
• Commercially sharp with the ability to identify value drivers, design win-win commercial structures, and hold firm on terms that matter