Head of Partnerships

Kodiak

Head of Partnerships defining strategy and managing key relationships at Kodiak Robotics. Overseeing partnership lifecycle from identification to ongoing relationship management.

Posted 6/11/2026full-timeRemote • 🇺🇸 United StatesLeadWebsite

About the role

Key responsibilities & impact

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.
Own the commercial onboarding process for new partners, establishing clear milestones and success metrics from day one.
Serve as the primary commercial point of contact for key partners; maintain executive-level relationships, identify expansion opportunities, and drive resolution when issues arise.
Work closely with Kodiak's internal teams — including engineering, operations, and product — to ensure the company delivers on commitments made to partners, and partner closely with the leadership team to align partnership priorities with Kodiak's broader strategic direction.
Define and track KPIs for partnership performance, and synthesize market intelligence from partner relationships to inform Kodiak's broader strategic priorities.
Build, manage, and mentor a growing partnerships team, fostering a culture of accountability, commercial rigor, and continuous improvement.

Requirements

What you’ll need

15+ years of experience in partnerships, business development, or strategic alliances, ideally within the automotive, trucking, mobility, or deep technology sectors.
Proven track record managing complex, multi-stakeholder commercial relationships with OEMs, Tier 1s, or industrial suppliers from qualification through ongoing management.
Strong dealmaker with direct experience structuring and negotiating B2B agreements with significant commercial value.
Commercially sharp with the ability to identify value drivers, design win-win commercial structures, and hold firm on terms that matter.
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.
Highly organized with the ability to manage a large, complex portfolio of partnerships across different stages simultaneously.
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.
Entrepreneurial mindset — comfortable with ambiguity, able to build structure from scratch, and motivated by the opportunity to shape a new industry.
Willingness to travel regularly to engage with partners, attend industry events, etc. - up to 40% of the time.

Benefits

Comp & perks

Competitive compensation package including equity and annual bonuses
Excellent Medical, Dental, and Vision plans through Kaiser Permanente, Cigna, and MetLife (including a medical plan with infertility benefits)
MetLife Legal Services, Identity & Fraud Protection, Hospital Indemnity Insurance, Accident Insurance, & Critical Illness Insurance
Flexible PTO, 10 paid holidays, and generous parental leave policies
Our office is centrally located in Mountain View, CA
Office perks: dog-friendly, free catered lunch, a fully stocked kitchen, and free EV charging
Long Term Disability, Short Term Disability, Life Insurance
Wellbeing Benefits - Headspace through Cigna, Calm through Kaiser, One Medical, Gympass, Spring Health through Cigna, Rula (mental health navigation)
Fidelity 401(k)
Commuter, FSA, Dependent Care FSA, HSA
Various incentive programs (referral bonuses, patent bonuses, etc.)

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Hard Skills & Tools

partnership strategydeal structuringnegotiationKPI trackingmarket intelligence synthesiscommercial onboardingB2B agreementsportfolio managementcross-functional collaborationstrategic fit assessment

Soft Skills

relationship buildingorganizational skillscommercial acumenentrepreneurial mindsetaccountabilitycontinuous improvementexecutive communicationproblem resolutionteam mentoringadaptability