About this role.
ChargePoint is seeking a senior commercial leader to own strategic relationships with top public-charging accounts while creating market-segment blueprints for CPO, retail, and destination-charging customers. The role combines quota-carrying strategic account management, complex multi-year deal negotiation, and expansion of major customer footprints. It serves as a formal feedback channel from field intelligence to Product, Policy, R&D, and Marketing, with accountability for translating insights into roadmap, positioning, pricing, and regulatory actions. The successful candidate will bring deep EV, energy, or technology-sector experience, strong financial modeling capability, and the ability to lead cross-functional pursuits and executive-level narratives. Domestic travel is required as business needs dictate.
Role DNA
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Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Sample interview questions
I would combine account interviews, win/loss data, procurement records, usage and deployment patterns, regulatory conditions, and competitor analysis. I would synthesize the findings into a repeatable framework covering customer economics, buying triggers, technical requirements, decision makers, objections, and measurable segment KPIs, then establish a recurring process to validate and refresh the blueprint.
I would translate qualitative account feedback into structured, prioritized evidence tied to revenue impact, retention risk, deployment scale, and customer urgency. By presenting quantified business cases and representative customer use cases to Product and R&D on a defined cadence, I would ensure roadmap decisions are connected to validated market demand rather than isolated anecdotal requests.
I begin by mapping the customer’s economic objectives, stakeholders, technical constraints, procurement process, and alternatives. I align internal sales, legal, finance, product, and delivery teams around a value hypothesis, define negotiation guardrails, and develop tradeable terms that protect margin while addressing the customer’s highest-priority risks and outcomes.
I would track revenue growth, expansion pipeline, renewal probability, deployment progress, customer adoption, retention risk, gross-margin performance, executive engagement, bid conversion, and time to close. At the segment level, I would also monitor blueprint prediction accuracy, competitive win rates, policy impacts, product-gap trends, and the adoption of recommended cross-functional actions.
I would use a disciplined operating cadence that separates immediate account pursuits from recurring insight capture and review. Account activity would be documented through standardized discovery and opportunity processes, allowing the same work used to advance deals to produce reusable segment intelligence without compromising execution against near-term revenue goals.
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 public charging accounts (quota carrying), and segment blueprint creation — structured, evidence-based playbooks for each priority public charging segment (CPOs of all types & Retail and Destination) 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 (CPO & Retail) that document customer economics, procurement patterns, technical/product requirements, 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
- Generate new growth with major market movers within each sub-segment
- 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 public charging 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 public charging accounts, deepening existing relationships to secure large, repeat business
- 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 experience in business development, strategic account management, or strategic planning, with at least 5 years managing multi-regional field sales teams; EV, energy, or technology sector background required, with public charging market exposure strongly preferred
- Skilled at building executive-ready presentations (PowerPoint) that translate complex data into clear narratives for internal and external stakeholder
- Comfortable leveraging AI and automation tools to accelerate research, analysis, and content development
- Strong analytical and financial modeling skills
- Track record of building and managing top-tier commercial relationships, and of translating account-level insight into cross-functional influence with Product, Policy, R&D, and Marketing
- Ability to think strategically and act operationally — able to convert high-level goals into segment blueprints and account plans that other functions can act on directly
- Proficiency in market research, data analysis, and presenting findings to internal stakeholders and leadership
- In-depth understanding of the e-mobility industry, public charging infrastructure, and energy markets highly preferred
- Willingness to travel domestically as business needs require
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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