Director, AI-Enabled Demand Generation

About Rivian Rivian is on a mission to keep the world adventurous forever. This goes for the emissions‑free Electric Adventure Vehicles we build, and the curious, courageous souls we seek to attract. As a company, we constantly challenge what’s possible, never simply accepting what has always been done. We reframe old problems, seek new solutions and operate comfortably in areas that are unknown. Our backgrounds are diverse, but our team shares a love of the outdoors and a desire to protect it for future generations. Role Summary Rivian is transforming how it generates and converts demand. AI Agents will own the always‑on, high‑volume work of engaging prospective customers, answering questions at any hour, and qualifying purchase intent at scale. In parallel, our Sales Advisors and Field Organization will focus on the moments where human presence is required. The Director, AI‑Enabled Demand Generation will build the team and the operating system that make this partnership work. The bar for this role is unambiguous: AI agents that support customers as well as—or better than—our people do. This is not about adequate deflection or containment rates; it is about delivering genuinely exceptional customer experiences, measured against the same standard to which we hold our top Advisors. Reaching that bar demands a hands‑on builder with strategic vision; someone who can define the channel’s direction over the next three‑five years while staying deeply engaged in the day‑to‑day workflows, prompts, and transcripts. This role owns the commercial and customer experience performance of the AI‑enabled channel, including demand capture, purchase‑intent qualification, handoff quality, conversion, speed, factual accuracy, and compliance. The successful candidate will build the team, performance metrics, and governance model, while partnering with Sales and Delivery leadership to continuously improve the mechanisms required to scale the channel responsibly. This role expands Rivian’s sales capacity while strengthening—not replacing—our Field Organization, which remains central to how we sell. Success means field teams receive better‑qualified, better‑informed customers and can spend more time on high‑value conversations. That outcome is a core measure of success for this role. The Director of AI‑Enabled Demand Generation and field leaders will operate as partners with shared conversion goals. This role will consolidate agentic commerce leadership, inheriting the KPI dashboard, use‑case roadmap, and governance model being stood up now by the cross‑functional Agentic Commerce Working Group. The team and long‑term operating model are still being built from the ground up, and the successful candidate will define the right processes, metrics, and team structure while navigating a rapidly evolving landscape, building on this existing foundation rather than starting from scratch. 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. Qualifications 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. Pay Disclosure The salary range for this role is Palo Alto, CA: 161,900 - 231,300, Irvine, CA: 149,000 - 212,800, Atlanta, GA: 136,000 - 194,300 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 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. Equal Opportunity Rivian is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, ancestry, sex, sexual orientation, gender, gender expression, gender identity, genetic information or characteristics, physical or mental disability, marital/domestic partner status, age, military/veteran status, medical condition, or any other characteristic protected by law. Rivian is committed to ensuring that our hiring process is accessible for persons with disabilities. If you have a disability or limitation, such as those covered by the Americans with Disabilities Act, that requires accommodations to assist you in the search and application process, please email us at View email address on click.appcast.io. Candidate Data Privacy and Technology Rivian may collect, use and disclose your personal information or personal data (within the meaning of the applicable data protection laws) when you apply for employment and/or participate in our recruitment processes (“Candidate Personal Data”). This data includes contact, demographic, communications, educational, professional, employment, social media/website, network/device, recruiting system usage/interaction, security and preference information. Rivian may use your Candidate Personal Data for the purposes of (i) tracking interactions with our recruiting system; (ii) carrying out, analyzing and improving our application and recruitment process, including assessing you and your application and conducting employment, background and reference checks; (iii) establishing an employment relationship or entering into an employment contract with you; (iv) complying with our legal, regulatory and corporate governance obligations; (v) recordkeeping; (vi) ensuring network and information security and preventing fraud; and (vii) as otherwise required or permitted by applicable law. Rivian may share your Candidate Personal Data with (i) internal personnel who have a need to know such information in order to perform their duties, including individuals on our People Team, Finance, Legal, and the team(s) with the position(s) for which you are applying; (ii) Rivian affiliates; and (iii) Rivian’s service providers, including providers of background checks, staffing services, and cloud services. Rivian may transfer or store internationally your Candidate Personal Data, including to or in the United States, Canada, the United Kingdom, and the European Union and in the cloud, and this data may be subject to the laws and accessible to the courts, law enforcement and national security authorities of such jurisdictions. How We Use AI in Our Hiring Process: To ensure transparency, we want candidates to know that Rivian uses iCIMS Talent Cloud Artificial Intelligence (TCAI) and AI‑enabled tools to assist with screening, reviewing, organizing and highlighting profiles and applications that match the key requirements for each role. AI does not make hiring decisions: Qualified candidate applications are reviewed by a member of our team, and all decisions throughout the process are made by humans. We use AI to support efficiency and consistency, not to replace human judgment. We are committed to a fair, thoughtful, and equitable experience for every candidate. Participation in AI profile matching is entirely voluntary. If you prefer that your profile not be used in this process, you can opt out at any time. Opting out means your profile will be excluded from automated matching and will not be surfaced for additional roles through this system. Your current application remains active and will not be affected in any way. #J-18808-Ljbffr Rivian