Head of Commercial

Head of Commercial Full Time | Remote, based in the Southeastern United States | 25%–50% travel About Kodama Kodama Systems is a technology company building the future of forestry with teleoperation and shared autonomy. With our first remote-control platform, the RS1, machines can be driven from anywhere off project sites - improving safety, reducing costs, and addressing labor challenges across the timber industry. RS1 is currently deployed across the southeastern U.S. with more projects on the horizon. For more information, visit www.kodama.ai . The Role Kodama is hiring a Head of Commercial to lead the continued development and execution of its commercial strategy in forestry. Kodama has commercially deployed its technology with logging contractors and is expanding its relationships with timberland owners, equipment dealers, OEMs, and international customers. As the company scales, the Head of Commercial will help refine how Kodama brings its technology to market, deepen its understanding of customer and partner needs, and recommend where the company should concentrate its commercial resources. This is a field-oriented, player-coach role. You will spend significant time with logging contractors, timberland owners, equipment dealers, OEMs, and other industry participants. Direct engagement with the market will inform Kodama’s decisions about customer segments, pricing, channels, and geographic expansion. You will personally lead strategically important commercial relationships, manage and mentor an existing GTM Associate, and serve as a close thought partner to the CEO and broader leadership team. You will bring experienced commercial judgment to Kodama’s growth strategy while helping build the capabilities and operating discipline required to execute it. The role reports directly to the CEO and works closely with Operations and Engineering. What You’ll Do Advance Kodama’s Commercial Strategy Refine and execute Kodama’s commercial strategy as the company expands its deployments, partnerships, and geographic reach. Develop a deep understanding of how logging contractors, timberland owners, dealers, and OEMs evaluate, purchase, finance, deploy, and support Kodama’s technology. Evaluate and prioritize opportunities across direct customer relationships, dealer and OEM channels, customer-operated systems, managed services, and international markets. Translate market intelligence into recommendations on pricing, financing, service levels, support, and channel strategy. Identify emerging market patterns and ensure Kodama’s commercial approach evolves as its technology and customer base mature. Engage Directly with the Market Build trusted relationships with logging contractors, timberland owners, equipment dealers, OEMs, and other industry partners. Spend meaningful time at active logging operations and dealerships to understand customer workflows, economics, incentives, purchasing behavior, and operational requirements. Personally lead strategically important accounts, partnerships, and complex commercial discussions. Work alongside the commercial team on selected customer opportunities, meetings, and field visits. Articulate the operational and financial value of Kodama’s technology, including its impact on labor availability, productivity, equipment utilization, operating costs, safety, and the ability to scale logging crews. Represent Kodama at customer sites, dealer meetings, trade shows, and industry events. Build Kodama’s Commercial Capabilities Manage, coach, and develop Kodama’s existing commercial team. Establish practical discipline around qualification, account planning, pipeline management, forecasting, pricing, negotiation, and deal review. Partner with Operations to create strong handoffs from contract execution through deployment and expansion. Partner with Engineering to translate recurring customer needs into product and commercialization priorities. Recommend how Kodama’s commercial organization should develop as the company grows. Serve as a thought partner to the CEO on customers, channels, pricing, negotiations, commercial priorities, and organizational development. What Success Looks Like During the first year, the Head of Commercial will have: Strengthened Kodama’s relationships with priority logging contractors, timberland owners, dealers, OEMs, and international partners. Personally advanced or closed strategically important commercial relationships while helping the broader team drive continued customer deployments. Refined Kodama’s priority customer segments, value propositions, commercial offering, pricing principles, and partner roles. Converted direct market learning into actionable recommendations for product, channel, service, and geographic expansion. Improved the company’s qualification, account strategy, forecasting, negotiation, and commercial decision-making. Built a commercial roadmap and organizational plan supporting Kodama’s next stage of growth. Benefits Comprehensive health (medical, dental, vision and more). Generous stock options. We're an early-stage company and we want you to benefit from being an early contributor. Flexible time off. Work hard and take time off when you need it. 401K savings plan