Head of Commercial

The Role

Kodama is hiring a Head of Commercial to lead the continued development and execution of its commercial strategy in forestry. 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.

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.
• 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.

Success Looks Like

• 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.