Plug · 17 hours ago
Head of Commercial
United States
Full-time
Remote
Director/Executive
$165K/yr - $195K/yr
8+ years expPlug is a wholesale platform dedicated to used electric vehicles, aiming to streamline the buying and selling process for dealers. The Head of Commercial Partnerships will manage relationships with commercial vehicle sellers, source new partners, negotiate deals, and ensure long-term value and retention.
Wholesale
Responsibilities
Identify, source, and close new commercial consignor partnerships (e.g., fleets, rental companies, corporate sellers, mobility platforms, OEMs)
Lead end-to-end deal execution: discovery, pitch, pricing strategy, negotiation, and close
Build trusted relationships with senior decision-makers (VP, GM, C-suite) and act as Plug’s executive sponsor
Own commercial terms including pricing, fee structures, and volume incentives
Coordinate closely with Legal to negotiate and execute MSAs, SOWs, and amendments
Ensure deals are structured to be scalable, profitable, and operationally viable
Serve as the ongoing relationship owner for all commercial partners
Drive increased vehicle volume, repeat usage, and long-term retention
Identify expansion opportunities (new lanes, new vehicle types, new programs)
Act as the partner’s internal advocate, working cross-functionally to resolve issues and improve outcomes
Partner closely with Operations, Sales and Engineering to ensure seamless partner onboarding and execution
Translate partner feedback into clear internal priorities and product requirements
Help define the playbook for how Plug works with commercial consignors as the business scales
Qualification
Required
8-12+ years in partnerships, business development, or commercial leadership roles
Proven experience owning full-cycle partnerships – from first pitch to scaled revenue
Strong negotiator with experience structuring complex pricing and contracts
Exceptional at building trust with senior executives
Comfortable operating with high autonomy in a fast-moving startup
Preferred
Automotive, fleet, or marketplace experience strongly preferred but not required
Company
Plug
The future of the EV marketplace is right here. Buy and sell high-quality, used EVs though the marketplace built exclusively for electric vehicles.
11-50 employees
Funding
Current Stage
Early StageLeadership Team
Saul Diez-Guerra
Chief Technology Officer
Recent News
Renewable Energy Magazine
2025-09-17
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Seattle TechFlash
2025-07-09
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