Sr. Fleet Sales Specialist

Role Summary

As a Sr. Fleet Sales Specialist 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

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

• 3-5 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.
• 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

The salary range for this role is $94,000 to $134,000 [$116,000 to $134,000 for New York based applicants, $107,000 to $123,000 for Irvine, California based applicants, $102,000 to $118,000 for Colorado based applicants, $98,000 to $113,000 for Georgia based applicants, and $94,000 to $108,000 for Tennessee 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 11/15/26.