Commercial Strategy & Operations Lead

About Humble Robotics
Working at Humble Robotics means taking on the biggest change in ground transportation in decades. We're building an autonomous, zero-emissions hauler that dramatically lowers the cost of freight with groundbreaking vision-based AI, designed for today's global logistics network.
We're a fast-moving, close-knit team of AV industry veterans and innovative thinkers. We don't believe culture can be engineered – but when it falls into place, it's a once-in-a-lifetime adventure.
Progress has never felt so present.

About The Role

We're looking for the analytical engine of our commercial team. Humble is moving from design partnerships to commercial deployments, and the hardest questions we face are strategic: which freight segments, pricing, sequencing. You'll own that work, building analysis and plans that drive our go-to-market, our customer proposals, and our fundraising narrative. The role will report directly to our Head of Commercialization and partnering closely with finance, tech, and leadership.

This is a strategy-first role with real operational ownership. You'll build every model and make a meaningful contribution to the direction of our company. Your will will be rewarded by seeing your work show up in the real world as we strive to lower transportation costs for manufacturers, port authorities, and other businesses across the world.

The person who fills this role would primarily work from Humble Robotics’ San Francisco office 5 days a week. We aim to create an in office environment that fosters a collaborative, generative atmosphere where the team can build together.

What You’ll Do

- Own commercial strategy analysis: segment prioritization, market sizing, and draw conclusions about where Humble wins first and why

- Own pricing: build and maintain our pricing architecture against customer status-quo costs (per-truck-week, per-move, dedicated fleet structures), with finance validating the outputs

- Own the revenue plan: targets by segment and date, scenario models for fleet ramp and deployment phasing, and the committed-revenue math behind our fundraising milestones

- Build the analysis behind major customer proposals: fleet sizing, ramp schedules, customer business cases, and deal economics

- Produce the commercial inputs to board and investor materials, including pipeline quality, contracted revenue, and unit economics

- Run the commercial operating rhythm: pipeline reviews, forecast rollups, and priority tracking

- Oversee commercial systems and tooling (CRM, reporting), directly or through contractors, keeping the data honest without letting administration crowd out the strategic work

What You Bring

- 4-7 years in strategy consulting, investment banking, or a strategy/business operations role at a high-growth operating company

- Demonstrated ownership of pricing, market entry, or revenue planning work with real decisions attached

- Excellent financial modeling: you build the model yourself, from unit economics to multi-year revenue scenarios, and can defend every assumption

- Clear, structured communication: comfortable presenting analysis to founders, executives, and investors

- Eligible to work in the United States

Bonus Points

- Exposure to transportation, logistics, mobility, industrials, or other physical-world/asset-based businesses

- Experience at an early-stage company, or clear evidence you thrive with ambiguity and no playbook

- Experience supporting a fundraise (materials, models, diligence)

- Familiarity with modern GTM tooling (Attio or similar CRM, Notion) and comfort directing contractors on systems configuration

- Comfort working on a small team with high ownership, low ego, and fast iteration

We operate in a a fast-moving field, and we don't expect any one candidate to tick every box above. If you're excited about building the systems that enable autonomous trucks to get safely on the road, and your background covers most — but not all — of what we've listed, we'd still love to hear from you. Humble Robotics is built by people who grew into the hardest problems in this field, not just people who'd already solved them.

Compensation

This role is eligible for base salary + benefits + equity compensation. Salary ranges are determined by role, level, and location. Within the range, individual pay is determined by additional factors, including qualifications, skills, experience, and location.

Perks and Benefits

- Competitive compensation and equity

- Medical, Dental and Vision coverage for full-time employees

- Take what you need vacation policy

- Fully stocked kitchen with drinks, snacks and weekly catered meals

- Collaborative in office environment located in San Francisco

Humble Robotics is an equal opportunity employer. We celebrate diversity and are committed to creating a supportive, inclusive, and accessible workplace for all our employees. We seek applicants of all backgrounds and identities, across race, color, ethnicity, national origin or ancestry, age, citizenship, religion, sex, sexual orientation, gender identity or expression, or any other characteristic protected by law. Humble Robotics will consider qualified applicants with arrest and conviction records in a manner consistent with local ordinances.
We make workplace accommodations for qualified individuals with disabilities as required by applicable law. If reasonable accommodation is needed to participate in the job application or interview process, please let our Talent team know.
As part of the interview process, we may use Artificial Intelligence (AI) tools to compare your qualifications and experience to the job description. A human reviews all AI output and makes a final hiring decision. Humble Robotics does not rely on the output to make any employment decisions. Some applicants may have a legal right to opt-out of the use of AI as part of our interview process. Contact [email protected] to exercise this right or if you have further questions on the use of AI tools in our hiring process.