Senior Manager, Public Fleet Sales & State Policy

Rivian

1d•Remote

About The Position

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. We are seeking a Senior Manager, Public Fleet Sales & State Policy to pioneer a first-of-its-kind role at Rivian. Sitting at the intersection of Public Policy and Commercial Sales, this individual will lead the charge in securing public fleet contracts of all sizes by navigating the complex bureaucracies of state and local governments. You aren't just a policy expert; you are a strategic navigator who understands that winning a government contract requires a blend of legislative influence, procurement expertise, and deep relationship building. As the first person at Rivian dedicated to this task, you will be responsible for building the blueprint for how we convert policy wins into vehicle sales across the United States. Why This Role Matters Converts Policy into Revenue – You bridge the gap between "EV-friendly legislation" and "EVs on the road" by securing public fleet sales that validate our mission and fuel our growth. Turns Rulemakers into Owners & Advocates – When government officials and agencies rely on Rivian vehicles for daily work, they stop being distant regulators and become vested partners who want our technology to succeed. Strengthens Policy Influence through Presence – Having more Rivians in public service—from fire departments to public works—demystifies EVs for the public and demonstrates their reliability to the very officials who define our regulatory landscape. Demonstrates the Efficiency of Direct Sales – By creating a modern procurement process for government entities, you provide a real-world case study for why the Direct-to-Consumer (DTC) model is superior to the traditional dealer model. Navigates Bureaucracy – You possess the unique ability to decode complicated state and local procurement cycles, overcoming administrative hurdles and "speaking government" to ensure paperwork doesn't stall progress. Defines the Adoption Roadmap - You act as a strategic consultant for municipal agencies at every stage of readiness, helping them navigate the complexities of fleet transition frameworks to convert abstract electrification goals into tangible Rivian purchase orders. Shapes the Fleet Sales Playbook – As the first dedicated hire for this function, you will develop the internal processes and cross-functional "rhythms" between Policy and Commercial teams to scale government sales.

Requirements

7–10 years of experience in state government affairs, public procurement, or business development focused on government sales (B2G).
The "Bureaucracy Navigator" Skillset: Proven track record of navigating state and local government structures to achieve a commercial or policy outcome.
Deep understanding of state legislative processes and, crucially, government procurement cycles and RFP mechanics.
Exceptional relationship-building skills, with the ability to move comfortably between a Governor’s office and a Fleet Manager’s garage.
Experience in the EV, automotive, clean energy, or transportation sectors is highly preferred.
Experience negotiating contracts with public entities is preferred.
Ability to operate with high autonomy in an "ambiguous" environment—you are building this department from the ground up.
Willingness to travel up to 50% for on-site meetings and demonstrations with government officials and fleet operators.

Nice To Haves

Direct experience selling vehicles or complex technology solutions to public sector clients.
Advanced degree in Public Policy or MBA.
Existing network of contacts within state procurement offices.
Familiarity with grant writing or securing state/federal subsidies to offset fleet transition costs.

Responsibilities

Lead the strategy for securing public fleet sales across the United States, identifying high-potential state and local government accounts.
Directly manage the "long-game" of government procurement, acting as a subject matter expert for the broader Policy team and participating in advocacy efforts throughout legislative sessions.
Design and implement a scalable model for public fleet engagement that can be replicated across different jurisdictions.
Work with the Commercial Sales team and Legal department to resolve challenges unique to government buyers, such as multi-year budget cycles and specialized upfitting requirements.
Partner closely with the Policy team to identify legislative levers that create tailwinds and funding sources for public sales.
Leverage existing policy relationships with state agencies, energy offices, and procurement departments to position Rivian as a strategic partner.
Represent Rivian in public hearings and stakeholder workgroups specifically focused on fleet electrification and government purchasing standards.
Cultivate strategic relationships with state and municipal leaders by targeting high-impact conferences and public forums to educate decision-makers on fleet electrification and align Rivian’s solutions with emerging policy and funding opportunities.
Act as the primary connector between the Public Policy and Commercial organizations, ensuring both teams are aligned on priorities and market opportunities.
Build a structured repository of state-specific procurement rules, model contract terms, and "lessons learned" to streamline future bids.
Use data and policy intelligence tools to forecast government budget allocations and anticipate upcoming fleet refresh cycles.
Identify and mitigate regulatory or administrative risks that could delay or derail public fleet transitions.
Act as liaison between Rivian legal team and government entities to identify and resolve contractual and procurement challenges.
Synthesize complex procurement regulations into clear, actionable briefs for Rivian’s senior leadership.