Account Executive (Mid Market)

Responsibilities

Account Executives own a territory of transit agencies, responsible for generating pipeline and winning new customers through strategic outreach and value-based selling. They partner with internal teams to design demonstrations, negotiate commercial agreements, and manage the full sales cycle.

Requirements

Candidates must have 3+ years of experience selling complex technical products or working within the transit industry. Strong intellectual curiosity, strategic thinking, and the ability to navigate public sector procurement processes are essential for success.

Skills

• Sales
• Territory planning
• Pipeline generation
• Value-based sales
• Discovery
• Public sector procurement
• Negotiation
• Forecasting
• Strategic thinking
• Communication
• Consensus building
• Technical product sales
• Transit industry knowledge
• Relationship management

Benefits

• Medical
• Dental
• Vision
• Retirement with employer match
• Flexible spending account
• Home office setup reimbursement
• Monthly cell/internet reimbursement
• Monthly be well stipend
• Flexible pto
• Paid holidays
• Paid parental leave
• Equity compensation

About this role

COMPANY DESCRIPTION

Swiftly is on a mission to help cities move more efficiently. We are the leading
transit data platform for agencies to share real-time passenger information,
manage day-to-day operations, and improve service performance. Today, over 200
transit agencies in 12 countries – including LA Metro, MARTA, SEPTA, and MBTA –
rely on Swiftly to improve on-time performance by up to 40% and increase
passenger information accuracy by up to 50%. The result is better service
reliability, increased ridership, and more efficient transit operations.

Even though Swiftly's HQ office is located in San Francisco, CA, we are open to
candidates in most locations across the U.S. as well as Ontario and British
Columbia, Canada. At this time we are unable to provide Visa sponsorship.

SALES AT SWIFTLY

In the government software world, the focus has been pure function at the
expense of usability. At Swiftly, we believe great products are both powerfully
functional and well designed. We bring consumer software sensibilities to
transit: experiences that flow, features that are easy to use, and work that is
squarely aimed at real customer problems.

Our designers work closely with product and engineering from the start, often
prototyping directly within the product rather than handing off from the side.
What we design affects whether a rider trusts the information at their stop,
whether a planner can justify a route change, whether an operator catches a
problem before it compounds. We're a low-ego team that hires people with strong
convictions held loosely — in service of finding the best solution rather than
winning the argument.

THE ROLE

Account Executives at Swiftly own a territory of prospective transit agencies
and are responsible for generating pipeline & winning new customers to expand
Swiftly’s presence across the region. Each Account Executive owns the strategy
and execution of their deals from end to end. Our Account Executives use SPICED,
a value-based sales methodology shared across Swiftly’s go-to-market teams, as a
shared framework for understanding each agency’s situation, pain, and path to a
decision.

We are looking for self-motivated professionals who are intellectually curious,
take full ownership of their results, and enjoy learning quickly and
independently, whether that’s a new industry, a procurement process, or our
products. Public sector experience is valuable, but what matters most is the
drive to understand each customer deeply and find a creative path to a win.

WHAT YOU'LL DO

* Develop a territory plan that creates a realistic path to quota. 

* Collaborate with the BDR and Marketing teams to develop account specific
outreach strategies to drive pipeline. 

* Generate a significant portion of your own pipeline through timely, relevant,
and specific outreach. 

* Conduct informed discovery to deeply understand the prospect’s situation,
pain, constraints and identify opportunities to create impact. 

* Partner with Solutions Engineers to design and deliver value focused
demonstrations and business cases

* Proactively identify deal risks early and work with leadership, internal
partners, and executives to mitigate those.

* Negotiate commercial agreements.

* Design procurement strategies and approaches in partnership with prospects.

* Maintain accurate and defensible forecasts 

* Constantly build your knowledge of transit, public procurement, and Swiftly’s
products through your own research, customer conversations, industry events.

* Attend conferences and events to meet transit leaders, generate new
opportunities, and move deals forward

* Share what you learn with the team, and support your teammates’ development
as well as your own

* Meet and exceed your revenue goals

WHAT WILL SET YOU UP FOR SUCCESS

* 3+ years experience selling a complex or technical product and an interest in
public transit or 

* 3+ years experience in the transit industry at an agency or consultancy
combined with an interest in sales

* You are an intellectually curious and self motivated learner - you naturally
seek to understand problems, systems, and people at a deeper level. 

* You are a strategic thinker who adapts your approach based on what you’ve
learned 

* You are outcomes oriented and motivated by accomplishment. 

* You stay organized and focused in the midst of complexity and competing
priorities

* You have exceptional communication skills - you listen carefully to
synthesize relevant information and a demonstrated ability to build consensus
within groups. 

* Experience with public sector procurement (RFPs, sole source, cooperative
purchasing agreements) is a plus.

PAY RANGE

In accordance with pay transparency laws, please see the approximate salary
ranges below.

These ranges represents the anticipated low and high end of the salary and any
on-target earnings (if applicable) for this position.

Actual salaries will vary and are based on a multitude of non-discriminatory
factors including final role leveling decisions, a candidate’s relevant work
experiences/skills, and geographic location. Salary is one component of
Swiftly’s total compensation package, which also includes stock options,
competitive benefits, 401(k)/ RRSP matching, a fantastic team and culture,
opportunity to have a huge impact, emphasis on professional growth and holistic
wellness, and other perks.

* US: $120,000 - $200,000 USD OTE

* Canada: $156,000 - $209,000 CAD OTE

BEYOND THE SKILLS

We are looking for candidates who are passionate about mobility, sustainability,
or mission-oriented projects that have a significant real-world impact. Ideal
candidates encompass the core values of our company:

Team. Together, we are more effective and better supported

Impact. Drive impact for our customers, our company, and all of our teams

Diversity. See differing perspectives as ways to address our wea...