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Salary: USD 212,000 - 260,000 / annual
Waabi is a Physical AI company founded by AI visionary Raquel Urtasun, pioneering autonomous transportation technology for commercial trucks and robotaxis. The company is backed by world leaders in AI, automotive, logistics, and deep tech, with offices in Toronto, San Francisco, Dallas, and Pittsburgh.
As Director of Fleet Solutions, you will lead customer engagement and value realization for Waabi's autonomous vehicle solutions in the trucking and logistics space. Your core responsibilities include:
**Customer Strategy & Value Proposition**: Establish yourself as a subject-matter expert in truck purchasing and fleet economics. Build quantitative value cases grounded in customers' actual freight data, lane economics, fleet sizing, and utilization patterns. Present these business cases to VP and C-level executives at carriers, shippers, and private fleets.
**Total Cost of Ownership (TCO) Leadership**: Speak fluently about tractor lifecycle costs, depreciation, residuals, driver cost structures, fuel, insurance, maintenance, empty miles, and cost-per-mile metrics. Clearly articulate how autonomous technology impacts the customer's current operating economics.
**Operational Acumen**: Quickly comprehend customer supply chains, identify pain points and opportunities, and propose solutions aligned with their operating models. Hold your own in technical and operational discussions with logistics and fleet management teams.
**Solutions Delivery**: Partner with Commercial Sales to run customer demos, on-sites, and multi-day working sessions. Own the room and agenda as the face of solutions engagement.
**Pilot Structuring**: Collaborate with Sales, Product, Finance, and Operations to design and execute pilot programs, ensuring commercial constructs are realistic and achievable.
**AI-Powered Analysis**: Use Claude Code and similar AI coding agents daily to build and extend analysis pipelines, models, and customer deliverables within a shared codebase.
**Playbook Scaling**: Transform one-off analyses into repeatable frameworks that accelerate future customer engagements. As the team grows, mentor new hires and help shape the function.
**Requirements**
Required qualifications:
- 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 comparable path)
- Direct experience in the Class 8 equipment lifecycle (buying, selling, or leasing)
- Demonstrated record of building and presenting quantitative value propositions and business cases to senior executives
- Strong quantitative modeling skills, with ability to apply them in an agentic coding environment
- Executive presence: sharp storytelling, strong presentation skills, and judgment about what belongs in executive communications
- Integrity under commercial pressure—ability to hold the line on what technology and timelines can and cannot support
- Comfort operating in ambiguity and early-commercial-stage motion with evolving pricing and no established playbook
Bonus/Nice-to-have:
- Autonomous vehicle or fleet-tech exposure
- Experience with freight data (TMS extracts, rate benchmarks like DAT, network optimization)
- Working, current fluency with AI coding agents (Claude Code, Codex, or equivalent)
- Prior consulting or solutions engineering experience
