About this role.
ChargePoint is seeking a senior, quota-carrying individual contributor to grow strategic enterprise and commercial fleet-charging accounts. The role owns the full sales cycle, including prospecting, solution development, negotiations, complex multi-year agreements, and account expansion. It also requires translating field intelligence on fleet economics, procurement, depot charging, and competitive dynamics into actionable input for Product, Policy, R&D, and Marketing. Success depends on deep enterprise sales experience, EV or energy-market knowledge, strong financial modeling capability, and executive-level relationship management. The position is US remote and requires approximately 25–30% travel.
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
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Sample interview questions
I would explain the account strategy, map economic buyers, technical evaluators, procurement, and legal stakeholders, then establish a mutual action plan with clear milestones. I would quantify the customer’s business case, identify risks early—such as implementation dependencies or commercial objections—and bring the right internal specialists into the process. I would close by documenting the outcome, lessons learned, and an expansion plan for the account.
I would begin with fleet size, vehicle mix, route profiles, dwell time, duty cycles, utility rates, and site electrical capacity. I would model charging demand, infrastructure requirements, operating-cost changes, incentive opportunities, implementation phasing, and expected return on investment. The final recommendation would connect technical design choices to fleet uptime, total cost of ownership, emissions objectives, and financial outcomes for executive stakeholders.
I use a consistent feedback process that distinguishes isolated requests from recurring segment-level patterns. I capture the customer context, the operational or economic problem, impact, urgency, competitive alternatives, and supporting account evidence. I then share prioritized insights through recurring cross-functional reviews and follow up on how decisions, roadmap items, or messaging evolve.
I would create an account plan that identifies additional depots, routes, vehicle classes, business units, and future electrification milestones. By tracking adoption, charging performance, customer outcomes, and stakeholder changes, I can identify expansion triggers and position the next investment as a logical extension of demonstrated value. Regular executive business reviews help sustain alignment and uncover new opportunities.
I maintain disciplined pipeline coverage, stage quality, forecast hygiene, and account-level next steps while balancing near-term opportunities with longer-cycle strategic pursuits. I monitor policy and incentive changes that affect customer economics and revise business cases or pursuit strategies quickly. When a deal slows, I engage decision-makers on the underlying blocker and develop alternatives rather than relying on optimistic forecast assumptions.
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
Senior Director of Fleet Charging
What You Will Be Doing
This is a quota-carrying, individual contributor role focused on managing and growing a portfolio of strategic fleet charging accounts. You will own the full sales cycle — prospecting, solution development, negotiation, and close — for enterprise and commercial fleet customers across priority segments (enterprise/commercial fleet, last-mile delivery, transit fleet, government/municipal fleet). Beyond closing deals, you will contribute field-tested intelligence on customer economics, procurement behavior, technical requirements, and competitive dynamics to segment blueprints that inform Product, Policy, R&D, and Marketing. The person in this seat is a hands-on seller who combines deep account relationships with the analytical rigor to translate what they learn in the field into actionable insight for the broader organization.
What You Will Bring to ChargePoint
Segment Intelligence
- Contribute account-level intelligence to segment blueprints (enterprise/commercial fleet, last-mile delivery, transit fleet, government/municipal fleet), documenting customer economics, procurement patterns, technical/product requirements (depot charging, duty cycles, vehicle mix), and competitive positioning observed in the field
- Surface field findings to Product (feature and roadmap priorities), Policy (regulatory and incentive positioning), R&D (technical requirements), and Marketing (positioning and messaging) through a regular feedback cadence — not one-time handoffs
- Help keep blueprints current by flagging market, competitive, and policy shifts observed through account work; track segment KPIs relevant to your portfolio
Strategic Account Management
- Manage a named portfolio of strategic fleet accounts end-to-end; serve as the day-to-day point of contact accountable for account health, pipeline growth, and retention
- Drive negotiation and contract structuring for complex, multi-year fleet charging agreements, partnering with leadership on deal strategy for the largest opportunities
- Expand footprint within assigned accounts by deepening relationships and identifying new depot and route electrification opportunities that drive repeat revenue
- Collaborate with cross-functional teams (sales engineering, marketing, legal, finance, product) on RFPs and competitive bids, leveraging segment data to strengthen proposals
Cross-Functional Enablement
- Feed account and field intelligence into Product, Policy, R&D, and Marketing so that what gets built, priced, and messaged reflects real customer needs — not just internal assumptions
- Build business cases, financial models, and ROI assessments to support deal pursuits and customer investment decisions
- Track your accounts and pipeline against quota; adjust account plans and pursuit strategies as the market evolves
Requirements
- Bachelor’s degree in Business, Economics, Engineering, or a related field
- 12+ years of progressively responsible enterprise sales experience — ideally within the EV, energy, or technology sectors — with commercial fleet electrification exposure preferred
- Proven track record of meeting or exceeding quota in a strategic or enterprise sales role, with experience managing and growing named accounts
- Strong analytical and financial modeling skills; ability to synthesize complex data into clear executive-level presentations and business cases
- Fluency with modern productivity and AI tools to accelerate research, analysis, and content development
- Strong relationship-building skills with the ability to earn trust at multiple levels within customer organizations and collaborate effectively across internal teams
- Ability to think strategically about account growth while executing tactically — building account plans, identifying expansion opportunities, and driving deals to close
- In-depth understanding of fleet electrification economics, depot charging infrastructure, duty-cycle planning, and the broader e-mobility and energy market landscape strongly
- Willingness to travel up to 25–30% for customer visits, industry events, and cross-functional collaboration across office locations
Location
Atlanta, Los Angeles, Campbell, Phoenix
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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