Plug · 1 month ago
Head of Partnerships
Santa Monica, CA
Full-time
Onsite
Director/Executive
$150K/yr - $170K/yr
8+ years expPlug is a wholesale platform designed exclusively for used electric vehicles, seeking a Head of Partnerships to manage and scale partnerships. This role involves sourcing opportunities, negotiating terms, and managing ongoing partner performance to drive revenue growth.
Wholesale
Responsibilities
Identify, evaluate, and prioritize partnership opportunities with vehicle marketplaces, platforms, and ecosystem partners
Build a clear partnerships roadmap aligned with company priorities and capacity
Develop partner value propositions tailored to different partner types (marketplaces, lenders, service providers, etc.)
Lead commercial negotiations, including pricing, revenue share, exclusivity, incentives, and SLAs
Structure deals that balance speed, upside, and operational complexity
Pressure-test assumptions and ensure partnership economics work at scale
Own contracts in partnership with Legal
Own partner onboarding and launch, from internal alignment through go-live
Coordinate Engineering, Ops, and Sales to deliver successful integrations and workflows
Define launch metrics, success criteria, and early warning indicators
Serve as primary owner of strategic partner relationships
Track performance, troubleshoot issues, and drive continuous improvement
Identify expansion opportunities within existing partnerships (new flows, geographies, product lines)
Qualification
Required
8+ years in Partnerships, BizDev, Strategy, or Commercial roles
Proven track record of closing and scaling complex partnerships
Comfortable negotiating material commercial terms with senior stakeholders
Strong relationship builder who is also operationally disciplined
Strategic thinker who understands second-order effects and downstream impact
You write clearly and structure your thinking
You move fast, operate independently, and have a low ego
Preferred
marketplaces
automotive
fintech
platforms
Benefits
Medical
Dental
Vision
Company
Plug
Plug is an online auction that facilitates wholesale buying and selling.
2-10 employees
Funding
Current Stage
Early StageLeadership Team
Saul Diez-Guerra
Chief Technology Officer
Recent News
Renewable Energy Magazine
2025-09-17
2025-07-15
Seattle TechFlash
2025-07-09
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