Head of Partnerships

Plug; Santa Monica (CA); On-site; USD 150,000 - 170,000; Full time

Job summary

A leading electric vehicle wholesale platform in Santa Monica seeks a Partnerships Manager to own and scale partnerships. This role involves sourcing opportunities, negotiating terms, and managing ongoing partner performance. The ideal candidate will have at least 8 years of relevant experience, strong relationship-building skills, and a strategic mindset. The position offers a salary between $150,000 to $170,000, with significant autonomy and the chance to impact the company's growth trajectory.

Qualifications

• 8+ years in Partnerships, BizDev, Strategy, or Commercial roles.
• Proven track record of closing and scaling complex partnerships.
• Strong relationship builder who is also operationally disciplined.

Responsibilities

• Own Plug’s partnerships from first conversation through scaled production.
• Lead commercial negotiations including pricing and revenue share.
• Serve as primary owner of strategic partner relationships.

Skills

Partnerships

Negotiation

Relationship building

Strategic thinking

Operational discipline

Job description

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 By replacing outdated wholesale methods with tools tailored to EVs, Plug empowers dealers to make faster and more profitable decisions with a partner they can trust.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.

The Opportunity

You will own Plug’s partnerships from first conversation through scaled production. You will source opportunities, negotiate commercial terms, align internal teams, launch integrations or processes, and manage ongoing partner performance to ensure success.

This role sits at the intersection of business development, operations, and strategy. You’ll be responsible for turning external relationships into durable, revenue‑generating growth channels.

Partnerships Strategy and Sourcing

• 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.).

Deal Structuring & Negotiation

• 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.

Launch & Execution

• 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.

Ongoing Partner Management

• 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).

What You’ll Bring...

• 8+ years in Partnerships, BizDev, Strategy, or Commercial roles (marketplaces, automotive, fintech, or platforms a plus).
• 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.

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.
• W2 Salary: $150,000 - $170,000 + incentive/bonus plan

This full‑time position is based in Santa Monica, CA. We welcome candidates from all locations to apply, provided they are willing to relocate to Plug HQ for the role. Relocation assistance will not be provided for successful candidates. Plug is an equal opportunity employer. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Next Steps

Ready to build something from scratch and lead with impact? We’d love to meet you. Email [e-mail] with your best pitch as to why we should connect with you!