Head of Commercial

Role Overview

The Head of Commercial Partnerships owns Plug’s relationships with commercial vehicle sellers – fleets, rental companies, corporates, and other high-volume consignors that power our auctions.

This is a full-cycle, high-ownership role: you will source and close new commercial partners, structure and negotiate deals, and then actively manage those relationships to maximize volume, retention, and long-term value.

This role is ideal for someone who thrives with autonomy, is exceptional at executive-level relationship building, and can balance commercial instincts with operational follow-through.

What You’ll Do...

Commercial Partnerships & Business Development

• 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.

Contracting & Deal Structure

• 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.

Partner Management & Growth

• 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.

Cross-Functional Leadership

• 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.

Who You\'ll Bring...

• 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.
• Automotive, fleet, or marketplace experience strongly preferred but not required.
• Comfortable operating with high autonomy in a fast-moving startup.

Why Plug

• Direct ownership of a core growth lever in a rapidly evolving market.
• Opportunity to shape Plug’s external ecosystem from early stages.
• Work directly with operators who have scaled multi-billion-dollar businesses in automotive, EV, and marketplaces.
• High impact, high autonomy, and clear line of sight to company-level outcomes.

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