About this role.
ChargePoint is seeking a senior individual-contributor sales leader to build and grow strategic autonomous vehicle accounts for its EV charging solutions. The role owns complex enterprise sales cycles, from market intelligence and prospecting through proposal development, negotiation, and multi-year contract close. It requires close coordination with product, policy, R&D, marketing, legal, finance, deployment, and project-management teams while retaining commercial ownership of customer relationships. The successful candidate will translate AV segment insights into account plans, pricing and positioning strategy, business cases, and scalable segment blueprints. This is a high-travel, high-impact role for an enterprise seller with deep EV, energy, infrastructure, or mission-critical technology experience.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would start with structured customer and market discovery covering fleet economics, charging duty cycles, site requirements, procurement processes, operating risks, and competitor positioning. I would convert the findings into repeatable qualification criteria, value propositions, pricing guidance, stakeholder maps, and proposal inputs. I would then establish KPIs such as pipeline conversion, sales-cycle duration, win rate, deployment readiness, and expansion revenue, refreshing the blueprint as the segment changes.
I begin by confirming the customer’s business objectives, decision process, technical constraints, budget, and timeline. I build a mutual action plan that aligns executive sponsors, technical stakeholders, procurement, legal, and delivery teams around milestones and risks. Throughout the process, I quantify value through a financial case, maintain disciplined deal governance, and negotiate commercial and SLA terms that protect both the customer outcome and company economics.
I set expectations early by involving deployment experts during solution scoping and clearly distinguishing confirmed capabilities from assumptions requiring validation. I present constraints alongside practical options, trade-offs, ownership, and a timeline for decisions. This maintains trust because the customer receives transparent guidance while internal teams have the information needed to deliver accurately.
I would model charging demand, utilization, energy costs, infrastructure and installation costs, operational uptime requirements, maintenance, incentives, and fleet-growth scenarios. The analysis would compare alternatives using total cost of ownership, payback period, ROI, sensitivity analysis, and the financial impact of downtime. I would tailor the output to the customer’s decision criteria and clearly state the assumptions requiring validation.
I would establish a regular operating cadence with concise, evidence-based inputs from customer meetings, lost deals, RFPs, and deployment learnings. Each insight would be prioritized by revenue impact, account relevance, frequency, and urgency, with a clear recommended action and owner. I would close the loop by tracking whether feedback affected roadmap, messaging, policy positioning, or sales enablement and sharing outcomes with the field.
About Us
With electric vehicles expected to be nearly 30% of new vehicle sales by 2025 and more than 50% by 2040, electric mobility is becoming a reality. ChargePoint (NYSE: CHPT) is at the center of this revolution, powering one of the world’s leading EV charging networks and a comprehensive set of hardware, software and mobile solutions for every charging need across North America and Europe. We bring together drivers, businesses, automakers, policymakers, utilities and other stakeholders to make e-mobility a global reality.
Since our founding in 2007, ChargePoint has focused solely on making the transition to electric easy for businesses, fleets and drivers. ChargePoint offers a once-in-a-lifetime opportunity to create an all-electric future and a trillion-dollar market.
At ChargePoint, we foster a positive and productive work environment by committing to live our values of Be Courageous, Charge Together, Love our Customers, Operate with Openness, and Relentlessly Pursue Awesome. These values guide how we show up every day, align, and work together to build a brighter future for all of us.
Join the team that is building the EV charging industry and make your mark on how people and goods will get everywhere they need to go, in any context, for generations to come.
Reports To
Vice President, Sales – Public, Fleet & Auto
What You Will Be Doing
This is an individual contributor sales role responsible for managing and growing a portfolio of strategic AV accounts, developing segment-specific market intelligence, and driving complex deal cycles from prospecting through close. You will serve as the day-to-day commercial point of contact for top-tier AV customers — building deep relationships, identifying expansion opportunities, and coordinating internal resources to deliver winning proposals. You will also develop and maintain segment blueprints that inform how ChargePoint positions, prices, and sells into the AV market. This role partners closely with deployment and project management teams but does not directly own infrastructure delivery.
What You Will Bring to ChargePoint
Segment Blueprint Creation
- Develop and maintain segment-specific blueprints (robotaxi operators, AV logistics/delivery, AV testing and R&D fleets) that document customer economics, procurement patterns, technical and product requirements, and competitive positioning within each segment
- Translate blueprint findings into structured inputs for Product (feature and roadmap priorities), Policy (regulatory and incentive positioning), R&D (technical requirements), and Marketing (positioning and messaging). Maintain this as a standing feedback loop with defined cadence, not a one-time handoff
- Maintain and refresh blueprints against market, competitive, and policy shifts; define and track KPIs that indicate segment traction and blueprint accuracy
Strategic Account Management
- Manage relationships across a portfolio of top-tier AV accounts; serve as the primary commercial point of contact responsible for account health, pipeline growth, and retention
- Lead deal cycles end-to-end — from prospecting and qualification through negotiation, contract structuring, and close — for complex, multi-year agreements
- Identify and drive expansion opportunities within existing AV accounts, deepening relationships to secure large, repeat business as fleets scale
- Coordinate cross-functional pursuit teams (marketing, legal, finance, product, deployment) on major RFPs and large bids, using blueprint data to sharpen proposal strategy
Deployment Coordination & Customer Success
- Partner with deployment and project management teams to ensure DCFC deployment solutions — both skid-based and non-skid distributed architectures — are scoped accurately during the sales process and aligned with site constraints and account requirements
- Support site selection and real estate discussions during the sales cycle, partnering with deployment teams who retain overall coordination and accountability for acquisition, sequencing, and timeline
- Serve as the customer-facing escalation point during installation and commissioning, ensuring deployment teams have the commercial context needed to meet go-live timelines and customer expectations
- Structure service level agreements during contract negotiations that reflect mission-critical uptime performance standards, and work with operations teams to ensure ongoing SLA compliance and customer satisfaction
Cross-Functional Enablement
- Feed account and field intelligence into Product, Policy, R&D, and Marketing — ensuring blueprint insights influence what gets built, priced, and messaged, not just reported
- Provide business case analysis, financial modeling, and ROI assessments to support major pursuits and investment decisions
- Track performance of segment strategies and account plans against quota and pipeline targets; adjust blueprints and pursuit plans as the market evolves
Requirements
- Bachelor’s degree in Business, Economics, Engineering, or a related field; MBA a plus.
- 12 years of experience in strategic or enterprise sales, account management, or business development — ideally within EV charging, energy, or infrastructure technology sectors.
- Demonstrated success owning and growing enterprise-level commercial relationships, including negotiating complex, multi-year agreements.
- Familiarity with infrastructure deployment processes (real estate, construction, installation) sufficient to scope solutions and set customer expectations during the sales process; AV or mission-critical uptime environments a plus.
- Ability to think strategically and execute tactically — converting segment insights into account plans, pipeline strategies, and deal-winning proposals.
- Strong analytical skills, with the ability to build business cases, ROI assessments, and financial models to support deal justification and customer decision-making.
- Proficiency in market research, competitive analysis, and translating findings into sales strategy and customer-facing deliverables.
- In-depth understanding of the e-mobility landscape, DCFC hardware and site design (skid and non-skid distributed architecture), and mission-critical SLA structures highly preferred.
- Comfortable with modern productivity and AI tools; able to build original presentations and data-driven deliverables.
- Ability to travel frequently to customer sites and industry events as required by the role.
Location
Atlanta, Los Angeles, Campbell, Phoenix (REMOTE)
We are committed to an inclusive and diverse team. ChargePoint is an equal opportunity employer. We do not discriminate based on race, color, ethnicity, ancestry, national origin, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status or any legally protected status.
If there is a match between your experiences/skills and the Company needs, we will contact you directly.
ChargePoint is committed to fostering an inclusive workplace that welcomes and supports all qualified individuals. In alignment with this commitment, we ensure that persons with disabilities are provided with reasonable accommodations throughout the employment process.
If you need a reasonable accommodation to participate in the application or interview process, to perform essential job functions, or to access any other benefits and privileges of employment, please contact us at accommodations@chargepoint.com.
ChargePoint is an equal opportunity employer.
Applicants only – Recruiting agencies do not contact.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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