Director, Fleet Sales

Rivian is on a mission to keep the world adventurous forever. This goes for the emissions-free Electric Adventure Vehicles we build, and the curious, courageous souls we seek to attract.

As a company, we constantly challenge what's possible, never simply accepting what has always been done. We reframe old problems, seek new solutions and operate comfortably in areas that are unknown. Our backgrounds are diverse, but our team shares a love of the outdoors and a desire to protect it for future generations.

As Director, Fleet Sales, you will own Rivian's commercial fleet sales strategy and execution across key customer segments, including enterprise, government, and strategic fleet operators. You will be accountable for delivering against ambitious volume and revenue targets, building and leading a highperforming sales organization, and shaping how fleets experience Rivian from first conversation through longterm partnership.

You will define the gotomarket strategy for our fleet product lineup, sharpen how we position Rivian against legacy and EV competitors, and ensure your team consistently builds healthy pipeline, closes complex multistakeholder deals, and expands existing fleet relationships. This role is highly crossfunctional, partnering closely with Marketing, Product Management, Operations, Service, Comms, Finance, and Legal to create integrated, scalable programs that accelerate adoption and drive profitable growth.

Sales Strategy & Performance

• Own Rivian's fleet sales strategy and execution to achieve (and exceed) annual volume, revenue, and margin targets.
• Define clear gotomarket plans for the fleet product lineup, including segmentation, targeting, territory coverage, and channel strategy.
• Establish and continuously refine key performance indicators (e.g., pipeline coverage, win rate, deal velocity, ASP, retention/expansion) to manage the business.
• Lead regular business reviews and forecasting cadences, ensuring forecast accuracy, clear risk/opportunity calls, and datadriven decision making.
• Conduct ongoing market and competitive analysis to understand Rivian's position, share of wallet, and growth opportunities across fleet segments, informing both sales strategy and product roadmap.

Team Leadership & Development

• Build, lead, and develop a highperforming team of fleet sales leaders and advisors, setting a clear bar for execution, accountability, and customer obsession.
• Provide daytoday coaching, deal support, and pipeline inspection to ensure your team is running disciplined sales processes from prospecting through close and renewal.
• Create a culture of performance, feedback, and development, including clear expectations, regular 1:1s, and growth plans aligned to Rivian's compass values.
• Provide strategic direction on territory design, account ownership, and capacity planning as the team scales.
• Provide clear performance management, including recognition, coaching, and corrective action where needed to maintain a high bar of execution.

Account & Market Execution

• Ensure sales teams develop targeted account plans with a coherent integration of tactics, stakeholder mapping, and activities to achieve both new logo and expansion goals.
• Cultivate, grow, and retain executivelevel relationships with priority fleet customers and partners, modeling how Rivian shows up in complex, strategic deals.
• Oversee the team's execution on prospecting, RFP/RFQ responses, commercial negotiations, and contract structures, in partnership with Legal and Finance.
• Champion a customercentric approach, ensuring feedback from fleet customers informs product, service, and operational improvements.

Cross-Functional Collaboration

• Partner closely with Marketing to shape campaigns, demand generation programs, events, and content that support pipeline creation and conversion for fleet segments.
• Work with Product Management to align on product priorities, roadmap tradeoffs, pricing strategies, and fleetspecific requirements.
• Collaborate with Service, Operations, and Delivery to ensure Rivian can reliably deliver and support fleet commitments at scale.
• Establish frequent, transparent communication and collaboration with key stakeholders across Rivian, ensuring alignment on goals, tradeoffs, and execution plans.

Operational Excellence & Insights

• Define and oversee reporting and analytics to track pipeline health, program performance, and key fleet sales metrics across targeted areas.
• Partner with RevOps and Analytics teams to optimize tools, dashboards, and methodologies that surface insights and identify growth opportunities.
• Evaluate, track, and communicate the impact of fleet programs and campaigns, making datadriven recommendations to refine investments.
• Drive continuous improvement in sales processes, playbooks, and enablement, ensuring the team can scale efficiently as Rivian's fleet business grows.

• 12+ years of progressively sales experience, including leadership of sales teams responsible for complex, multistakeholder deals.
• Bachelor's degree required (Business, Marketing, related field); Master's degree preferred.
• Proven track record of leading and scaling sales teams, including managers and senior individual contributors, in a highgrowth or fastchanging environment.
• Demonstrated success in owning a sales target and delivering against aggressive revenue and/or volume targets.
• Fleet experience strongly preferred, ideally selling into commercial, government, or enterprise fleet customers (vehicles, services, or mobility solutions).
• Strong strategic and analytical skills, with the ability to interpret data, build forecasts, and translate insights into clear gotomarket actions.
• Exceptional interpersonal and executive communication skills, with a proven ability to build trust and influence at all levels, internally and externally.
• Ability to work under pressure and meet tight deadlines while adapting to a fastmoving, evolving organization.
• Demonstrated ability to work independently, prioritize effectively, and manage time to meet individual and team goals.
• Proven success collaborating as part of a crossfunctional team, with a positive, solutionsoriented approach in a dynamic environment.

The salary range for this role is $150,000-$195,000 for Atlanta based applicants. This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. An employee's position within the salary range will be based on several factors including, but not limited to, specific competencies, relevant education, qualifications, certifications, experience, skills, geographic location, shift, and organizational needs.

The successful candidate may be eligible for annual performance bonus and equity awards.

We offer a comprehensive package of benefits for full-time and part-time employees, their spouse or domestic partner, and children up to age 26, including but not limited to paid vacation, paid sick leave, and a competitive portfolio of insurance benefits including life, medical, dental, vision, short-term disability insurance, and long-term disability insurance to eligible employees. You may also have the opportunity to participate in Rivian's 401(k) Plan and Employee Stock Purchase Program if you meet certain eligibility requirements. Full-time employee coverage is effective on their first day of employment. Part-time employee coverage is effective the first of the month following 90 days of employment. More information about benefits is available at rivianbenefits.com.

You can apply for this role through careers.rivian.com (or through internal-careers-rivian.icims.com if you are a current employee). This job is not expected to be closed any sooner than April 10, 2026.

Rivian is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, ancestry, sex, sexual orientation, gender, gender expression, gender identity, genetic information or characteristics, physical or mental disability, marital/domestic partner status, age, military/veteran status, medical condition, or any other characteristic protected by law.

Rivian is committed to ensuring that our hiring process is accessible for persons with disabilities. If you have a disability or limitation, such as those covered by the Americans with Disabilities Act, that requires accommodations to assist you in the search and application process, please email us at candidateaccommodations@rivian.com.

Rivian may collect, use and disclose your personal information or personal data (within the meaning of the applicable data protection laws) when you apply for employment and/or participate in our recruitment processes ("Candidate Personal Data"). This data includes contact, demographic, communications, educational, professional, employment, social media/website, network/device, recruiting system usage/interaction, security and preference information. Rivian may use your Candidate Personal Data for the purposes of (i) tracking interactions with our recruiting system; (ii) carrying out, analyzing and improving our application and recruitment process, including assessing you and your application and conducting employment, background and reference checks; (iii) establishing an employment relationship or entering into an employment contract with you; (iv) complying with our legal, regulatory and corporate governance obligations; (v) recordkeeping; (vi) ensuring network and information security and preventing fraud; and (vii) as otherwise required or permitted by applicable law.

Rivian may share your Candidate Personal Data with (i) internal personnel who have a need to know such information in order to perform their duties, including individuals on our People Team, Finance, Legal, and the team(s) with the position(s) for which you are applying; (ii) Rivian affiliates; and (iii) Rivian's service providers, including providers of background checks, staffing services, and cloud services.

Rivian may transfer or store internationally your Candidate Personal Data, including to or in the United States, Canada, the United Kingdom, and the European Union and in the cloud, and this data may be subject to the laws and accessible to the courts, law enforcement and national security authorities of such jurisdictions.

Please note that we are currently not accepting applications from third party application services.