Autonomous Vehicle (AV) Sales Director

Reports To

Vice President, Sales – Public, Fleet & Auto

What You Will Be Doing

This is an individual contributor sales role responsible for managing and growing a portfolio of strategic AV accounts, developing segment-specific market intelligence, and driving complex deal cycles from prospecting through close. You will serve as the day-to-day commercial point of contact for top-tier AV customers — building deep relationships, identifying expansion opportunities, and coordinating internal resources to deliver winning proposals. You will also develop and maintain segment blueprints that inform how ChargePoint positions, prices, and sells into the AV market. This role partners closely with deployment and project management teams but does not directly own infrastructure delivery.

What You Will Bring to ChargePoint

Segment Blueprint Creation

• Develop and maintain segment-specific blueprints (robotaxi operators, AV logistics/delivery, AV testing and R&D fleets) that document customer economics, procurement patterns, technical and product requirements, and competitive positioning within each segment
• Translate blueprint findings into structured inputs for Product (feature and roadmap priorities), Policy (regulatory and incentive positioning), R&D (technical requirements), and Marketing (positioning and messaging). Maintain this as a standing feedback loop with defined cadence, not a one-time handoff
• Maintain and refresh blueprints against market, competitive, and policy shifts; define and track KPIs that indicate segment traction and blueprint accuracy

Strategic Account Management

• Manage relationships across a portfolio of top-tier AV accounts; serve as the primary commercial point of contact responsible for account health, pipeline growth, and retention
• Lead deal cycles end-to-end — from prospecting and qualification through negotiation, contract structuring, and close — for complex, multi-year agreements
• Identify and drive expansion opportunities within existing AV accounts, deepening relationships to secure large, repeat business as fleets scale
• Coordinate cross-functional pursuit teams (marketing, legal, finance, product, deployment) on major RFPs and large bids, using blueprint data to sharpen proposal strategy

Deployment Coordination & Customer Success

• Partner with deployment and project management teams to ensure DCFC deployment solutions — both skid-based and non-skid distributed architectures — are scoped accurately during the sales process and aligned with site constraints and account requirements
• Support site selection and real estate discussions during the sales cycle, partnering with deployment teams who retain overall coordination and accountability for acquisition, sequencing, and timeline
• Serve as the customer-facing escalation point during installation and commissioning, ensuring deployment teams have the commercial context needed to meet go-live timelines and customer expectations
• Structure service level agreements during contract negotiations that reflect mission-critical uptime performance standards, and work with operations teams to ensure ongoing SLA compliance and customer satisfaction

Cross-Functional Enablement

• Feed account and field intelligence into Product, Policy, R&D, and Marketing — ensuring blueprint insights influence what gets built, priced, and messaged, not just reported
• Provide business case analysis, financial modeling, and ROI assessments to support major pursuits and investment decisions
• Track performance of segment strategies and account plans against quota and pipeline targets; adjust blueprints and pursuit plans as the market evolves

Requirements

• Bachelor's degree in Business, Economics, Engineering, or a related field; MBA a plus.
• 12 years of experience in strategic or enterprise sales, account management, or business development — ideally within EV charging, energy, or infrastructure technology sectors.
• Demonstrated success owning and growing enterprise-level commercial relationships, including negotiating complex, multi-year agreements.
• Familiarity with infrastructure deployment processes (real estate, construction, installation) sufficient to scope solutions and set customer expectations during the sales process; AV or mission-critical uptime environments a plus.
• Ability to think strategically and execute tactically — converting segment insights into account plans, pipeline strategies, and deal-winning proposals.
• Strong analytical skills, with the ability to build business cases, ROI assessments, and financial models to support deal justification and customer decision-making.
• Proficiency in market research, competitive analysis, and translating findings into sales strategy and customer-facing deliverables.
• In-depth understanding of the e-mobility landscape, DCFC hardware and site design (skid and non-skid distributed architecture), and mission-critical SLA structures highly preferred.
• Comfortable with modern productivity and AI tools; able to build original presentations and data-driven deliverables.
• Ability to travel frequently to customer sites and industry events as required by the role.

Location

Atlanta, Los Angeles, Campbell, Phoenix (REMOTE)