About this role.
ChargePoint is seeking a senior commercial leader to manage strategic fleet accounts and create segment blueprints for enterprise, delivery, transit, and government fleets. The role combines enterprise account growth, complex multi-year deal negotiation, RFP leadership, and financial business-case development. It serves as a formal feedback channel from customer and market intelligence to Product, Policy, R&D, and Marketing. The successful candidate will bring 10–15 years of business development, strategic account management, or planning experience, ideally in EV charging, energy, or fleet electrification. Travel of approximately 25–30% is required.
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 begin with account interviews, win/loss data, market research, and operational inputs such as fleet size, vehicle mix, duty cycles, depot constraints, procurement processes, and incentive exposure. I would synthesize the findings into a repeatable blueprint covering economics, buying triggers, technical requirements, competitive alternatives, and messaging. I would then establish owners, KPIs, and a recurring review cadence with Product, Policy, R&D, Marketing, and Sales so the blueprint drives measurable decisions rather than becoming a static document.
I map the stakeholder network across operations, sustainability, finance, procurement, facilities, and executive leadership, then develop a joint account plan tied to the customer's electrification roadmap. I prioritize an initial deployment that proves operational and financial value, document results, and use that evidence to build phased expansion proposals for additional depots and routes. Regular executive reviews, risk tracking, and clear success metrics help maintain alignment and retention.
I model total cost of ownership and deployment economics using vehicle utilization, charging load, energy rates, demand charges, infrastructure costs, incentives, maintenance assumptions, uptime requirements, and expected expansion. I test sensitivity to utilization, tariff structure, incentive timing, and installation complexity. The result is a customer-specific ROI narrative that supports investment approval while clearly identifying operational and commercial risks.
I would first distinguish between requests that improve long-term partnership value and those that simply erode economics. I would quantify the total opportunity, strategic value, implementation risk, and expansion potential, then develop structured trade-offs such as phased commitments, volume tiers, longer terms, reference rights, or defined service levels. Throughout the process, I would align legal, finance, product, and delivery teams early to ensure that proposed terms are executable and protect the company's long-term interests.
I would track pipeline creation and conversion, win rate, sales-cycle duration, account expansion, retention, deployment volume, revenue quality, and forecast accuracy by segment. I would also measure blueprint usefulness through adoption by internal teams, the number of roadmap or messaging decisions informed by field evidence, and the accuracy of assumptions versus actual customer behavior. Together, these metrics show both commercial performance and whether the segment intelligence is improving company decisions.
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 role owns two connected functions: strategic account management for a portfolio of top-tier fleet accounts, and segment blueprint creation — structured, evidence-based playbooks for each priority fleet segment (enterprise/commercial fleet, last-mile delivery, transit fleet, government/municipal fleet) that capture customer economics, procurement behavior, technical requirements, and competitive dynamics. The blueprints are not a static reference document — they are the primary mechanism for feeding validated, field-tested segment intelligence into Product, Policy, R&D, and Marketing, so those functions build roadmap, positioning, and regulatory strategy around real account behavior rather than assumption. The person in this seat reports to the Vice President of Sales, North America and acts as the connective tissue between account-level reality and company-level decisions.
What You Will Bring to ChargePoint
Segment Blueprint Creation
- Build and own segment-specific blueprints (enterprise/commercial fleet, last-mile delivery, transit fleet, government/municipal fleet) that document customer economics, procurement patterns, technical/product requirements (depot charging, duty cycles, vehicle mix), and competitive positioning within each segment
- Translate blueprint findings into structured inputs for four functions: Product (feature and roadmap priorities), Policy (regulatory and incentive positioning), R&D (technical requirements), and Marketing (positioning and messaging). Own 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
- Own relationships for a portfolio of top-tier fleet accounts; be the primary point of accountability for account health, growth, and retention
- Lead negotiation and contract structuring for major, complex, multi-year agreements
- Drive footprint expansion within key fleet accounts, deepening existing relationships to secure large, repeat business as customers electrify additional depots and routes
- Coordinate cross-functional pursuit teams (sales, marketing, legal, finance, product) on major RFPs and large bids, using blueprint data to sharpen proposal strategy
Cross-Functional Enablement
- Act as the primary conduit from account and field intelligence into Product, Policy, R&D, and Marketing — accountable for ensuring blueprint insight measurably changes what gets built, priced, and messaged, not just that it gets reported
- Provide business case analysis, financial modeling, and ROI assessments to support major pursuits and investment decisions
- Track performance of segment strategies against plan; adjust blueprints and account plans as the market evolves
Requirements
- Bachelor’s degree in Business, Economics, Engineering, or a related field; MBA a plus
- 10–15 years of progressive experience in business development, strategic account management, or strategic planning — ideally within the EV, energy, or technology sectors — with direct commercial fleet electrification exposure strongly preferred
- Demonstrated track record of owning and growing a portfolio of enterprise-scale accounts, consistently meeting or exceeding revenue and expansion targets
- 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
- Track record of building and managing top-tier commercial relationships and translating account-level insight into cross-functional influence with Product, Policy, R&D, and Marketing
- Ability to think strategically and act operationally — converting market research and high-level goals into segment blueprints and account plans that other functions can act on directly
- 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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