Enterprise Sales Lead - Rivian

About Us:

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. 

Role Summary:

As an Enterprise Sales Lead at Rivian, you will play a pivotal role in driving enterprise fleet sales by developing relationships, identifying opportunities, and managing key enterprise accounts. Reporting to the Senior Manager, Enterprise Sales, you will focus on managing day-to-day interactions with prospective and current enterprise customers, aligning their needs with Rivian’s fleet solutions. The role requires a balance of strategic thinking and hands-on execution to generate revenue, build partnerships, and ensure successful fleet deployments. As the go-to person for enterprise customers, you will work closely with internal teams to provide a seamless sales experience while supporting Rivian’s mission of sustainable mobility.

Responsibilities:

• Account Management & Customer Relationships:
• Build and maintain strong, long-term relationships with enterprise customers to understand their fleet needs and align them with Rivian’s electric vehicle solutions.
• Serve as the primary point of contact for key enterprise clients, ensuring high levels of customer satisfaction and addressing any issues or concerns in a timely manner.
• Support senior leadership in managing high-value accounts and complex sales cycles from lead generation through to contract execution and fleet deployment.
• Sales Growth & Pipeline Development:
• Identify and develop new enterprise sales opportunities by researching market trends, building relationships, and leveraging existing networks.
• Lead the sales process for medium to large enterprise accounts, working with customers to define fleet requirements, present tailored solutions, and close deals.
• Maintain a healthy sales pipeline, track progress in CRM tools, and regularly report on sales activities, forecasts, and results to the Senior Manager.
• Cross-Functional Collaboration:
• Collaborate with internal teams such as Product, Engineering, Operations, and Customer Success to ensure customer needs are met and that fleet solutions are successfully implemented.
• Work closely with the Technical Sales Manager and Customer Success teams to ensure a smooth transition from sales to deployment, ensuring Rivian’s vehicles are integrated effectively into customers’ operations.
• Provide feedback to internal teams regarding customer preferences, product performance, and market trends to help shape future fleet offerings.
• Market & Competitive Analysis:
• Stay informed on industry trends, competitor activities, and customer needs to position Rivian’s enterprise fleet solutions effectively within the market.
• Share insights with senior leadership and contribute to the development of sales strategies and product roadmaps based on market intelligence.
• Contract Negotiation & Closing Deals:
• Assist the Senior Manager in negotiating contracts, pricing structures, and terms of service with enterprise clients, ensuring Rivian’s solutions meet customer expectations and are commercially viable.
• Work with legal, finance, and operations teams to ensure all contracts comply with Rivian’s policies and processes.
• Sales Strategy Execution:
• Contribute to the execution of the enterprise sales strategy, supporting overall team objectives for revenue generation, market share growth, and customer satisfaction.
• Monitor customer KPIs, report on key account performance, and contribute to strategies that drive account growth and retention.

Qualifications:

• 5-7 years of experience in B2B sales or account management, ideally within the automotive, fleet, or electric vehicle (EV) sectors
• Proven track record of managing large, complex sales cycles with enterprise clients, including lead generation, negotiation, and closing deals.
• Experience in fleet management, transportation, or sustainability-driven industries is preferred.
• Strong communication, negotiation, and relationship-building skills with the ability to work closely with senior leadership and enterprise-level clients.
• A consultative approach to sales, with the ability to identify customer pain points and present tailored solutions that align with Rivian’s offerings.
• Exceptional organizational and project management skills, with the ability to juggle multiple priorities and meet deadlines.
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• Familiarity with electric vehicle technology, fleet management solutions, or transportation software is highly desirable.
• Proficiency in CRM tools and sales pipeline management software.
• Background in EV fleet sales or a related sustainability field.
• Experience working in a fast-paced, dynamic environment with a focus on enterprise sales and long-term account growth.
• Knowledge of enterprise fleet management systems, telematics, and vehicle lifecycle management.

Pay Disclosure:

Salary Range/Hourly Rate for Irvine, CA Based Applicants: $107,000-123,000 per year (actual compensation will be determined based on experience, location, and other factors permitted by law). 

 

Salary Range/Hourly Rate for Palo Alto, CA and NY Based Applicants: $116,000-134,000 per year (actual compensation will be determined based on experience, location, and other factors permitted by law). 

 

Benefits Summary: Rivian provides robust medical/Rx, dental and vision insurance packages for full-time employees, their spouse or domestic partner, and children up to age 26. Coverage is effective on the first day of employment, and Rivian covers most of the premiums. 

Company Statements:

Equal Opportunity

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.

Candidate Data Privacy

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.