Responsibilities

• Architect and iterate the AI-enabled sales operating model: what AI handles autonomously, where it assists, and when Sales Advisors remain the decision-maker.
• Define the next-best-action and fallback-outcome framework for every stage of the funnel, ensuring agents default to capturing the highest available value rather than abandoning a lead when the top outcome cannot be reached.
• Own commercial performance for AI-enabled sales and build the performance measurement framework for the team from day one: productivity, AI-assisted vs. unassisted outcomes, cost-to-serve, quality, and compliance metrics.
• Diagnose performance and identify the highest-impact opportunities to improve funnel velocity and customer experience. Build business cases for new agent capabilities, workflow changes, tooling, and staffing investments.
• Monitor agent performance across quality, compliance, customer sentiment, handoff quality, and commercial impact; turn frontline and customer feedback into prioritized improvements to agents, workflows, tools, and staffing.
• Inform the tooling stack for AI-enabled sales; run a competitive intelligence loop on AI-native disruptors to keep the operating model ahead of market benchmarks rather than reactive to them.
• Present roadmap, headcount, and performance updates to Sales & Delivery leadership on a recurring cadence, translating team performance into commercial impact for executive stakeholders.
• Own the end-to-end incident-response system for AI-enabled sales, covering early-warning detection of poor experiences, funnel friction, inaccurate responses, missed handoffs, and emerging customer risks, through real-time correction and case-level remediation, ensuring factual, pricing, or commitment errors are resolved before they become escalations or legal exposure.

Requirements

• 10+ years in inside sales, sales operations, or revenue operations leadership, including direct people management. Experience in a lean, AI-native commercial organization is a plus.
• Working fluency with AI-assisted sales tooling (conversational AI, lead scoring/routing, sales engagement platforms) — able to evaluate and select tools, not just use them.
• Experience partnering with a conversational AI/agent platform team on scope boundaries and handoffs.
• Experience in regulated, high-consideration consumer sales (auto, fintech, insurance, or similar), with fluency in the compliance, disclosure, and legal-exposure considerations that come with AI-generated pricing, financing, or product claims.
• Direct experience partnering with Commercial Tech/platform engineering teams (Rivian’s Commercial Tech org has been central to building this channel) to co-own build vs. buy decisions, integration architecture, and release cadence.
• Familiarity with sales engagement/CRM tooling (Salesforce, HubSpot, Gong, Outreach, Chili Piper).
• Experience owning a revenue channel, sales funnel, operating budget, quota, or measurable conversion outcome.
• Demonstrated experience leading teams through a significant workflow or technology change. Track record of translating skepticism into adoption through transparent communication, incentive redesign, or phased rollout.
• Strong executive presence; experience presenting team strategy, performance, and headcount asks to senior leadership.
• Comfortable operating without an existing playbook, building process, metrics, and team structure concurrently.

Benefits

• 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 Plan 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.