Director, Fleet Solutions

About the role

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’s 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.’s yearly salary ranges are determined based on several factors in accordance with the Company’s 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. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.