车队解决方案总监
Director, Fleet Solutions
Waabi由人工智能先驱Raquel Urtasun创立，是物理AI领域的领导者。我们拥有世界级的团队，正在通过技术开启自动驾驶运输的新时代，这些技术正在为商用自动驾驶卡车和机器人出租车提供支持。Waabi得到了人工智能、汽车、物流和深度科技领域领导企业的投资并与其合作。
在多伦多、旧金山、达拉斯和匹兹堡设有办公室，Waabi正在快速成长，寻找具有多样性、创新性和协作精神的候选人，希望以积极的方式影响世界。如需了解更多，请访问：www.waabi.ai
你将...
成为卡车采购/销售方面的专家。与正在评估车队采购的客户会面，从具备真实经验的角度讨论采购过程中的细节。
负责客户价值案例。基于客户的实际网络和货运数据（路线经济性、车队规模、利用率）构建价值主张，并向承运商、发货人和私人车队的VP/C级高管展示。
在明细项层面讲解总拥有成本（TCO）。包括牵引车生命周期、折旧和残值、司机成本结构、燃油、保险、维护、空驶里程、每英里成本与拥有成本——并清晰地阐述自动化对客户当前运营现实的成本影响。
在运营讨论中保持专业。负责快速理解客户的供应链、痛点和机会领域。提出符合他们期望运营模式的解决方案。
支持客户接待。与你的商业销售同事合作，进行演示、现场访问和多日工作坊，作为解决方案参与的代表，掌控整个会议和议程。
塑造试点项目的商业结构。与销售、产品和财务团队合作确定已签署试点项目的结构，并与运营团队合作确定实际可承诺的内容及时间。
使用AI工具。每天使用Claude Code / Codex来构建和扩展分析流程、模型和客户交付物，在共享代码库中进行开发。
扩大操作手册。将一次性分析转化为可重复使用的框架，使每个新客户的参与都比上一个更快。随着团队壮大，帮助塑造它——指导未来的员工并建立该职能
资格要求
需要：
10年以上卡车运输或物流经验，深入接触车队运营或卡车原始设备制造商（OEM）——承运商网络和定价领导力、车队管理，或OEM职业/TCO销售工程（或
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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.