Head of Commercial

Head of Commercial (FT Role)

Location: Los Angeles (on-site)

Compensation: $165K - 195K Equity 

About Plug

Plug is the only wholesale platform built exclusively for used electric vehicles. Designed for dealers and commercial consignors, Plug combines EV-specific data, systems and expertise to bring clarity and confidence to the wholesale buying and selling process. With the addition of Trade Desk™, dealers can quickly receive cash offers or list EV trade-ins directly into the auction, removing friction and maximizing returns. By replacing outdated wholesale methods with tools tailored to EVs, Plug empowers dealers to make faster and more profitable decisions with a partner they can trust. For more information, visit https://plug.vin.

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.