Account Executive (Mid Market)

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 weaknesses and find new strengths

Communication. Assume others internally and externally have good intentions

Feedback. We share feedback because we want each other to grow professionally and personally

Growth. Foster personal, professional, and company growth

Benefits

• Competitive salary

• Equity compensation for every employee

• Medical, Dental and Vision

• Retirement with Employer Match

• Flexible Spending Account (FSA)

• Home office setup reimbursement

• Monthly cell/internet reimbursement

• Monthly "Be Well" stipend

• Flexible PTO with a recommended minimum

• Flexible work environment

• 16 paid holidays, including holidays in months without US national holidays

• 12 fully paid weeks of leave for child birth/adoption

Travel note: Swiftly employees can generally expect to travel 1–2 times a year for in-person company or team offsites. As a fully distributed company, we consider these offsites important for cultivating strong relationships across our teams! Attending these in-person is expected and encouraged, although we understand everyone has different personal circumstances and we will consider requests for exceptions. Customer-facing team members and other specific roles may be expected to travel more frequently.

We are an equal opportunity employer - we are committed to a workplace that is as dynamic, diverse, and passionate as the communities we serve.

Because we work with public agencies, we participate in E-Verify.