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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 (REMOTE)