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Account Executive (Remote)



Sales & Business Development
San Francisco, CA, USA
Posted on Saturday, June 1, 2024
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 150 transit agencies in 8 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
Our Account Executive team manages deals from start to finish for prospective customers in the public transit industry.
While we expect Account Executives to own and drive all aspects of a deal, we also believe in working as a team to achieve success. Our Account Executives are backed by a group of BDRs and Solutions Engineers who will partner with you to develop effective account strategies and build compelling business cases throughout the sales process. Additionally, you will have the support of a dedicated cross-functional leadership team who will collaborate with you on important deals and provide valuable coaching to help you succeed.
The AE team at Swiftly cares deeply about the problem we’re solving. To ensure that we are making an impact throughout the sales process, we have implemented a value-driven sales methodology. You will receive training on the SPICED methodology, which is used by our GTM teams and serves as a blueprint for achieving sales targets.
About the Role
As an Account Executive, you will be responsible for leading and managing a successful territory plan. This involves thoroughly understanding the needs and challenges of our stakeholders, collaborating with your Solutions Engineer to deliver effective platform demos, presenting compelling business cases that demonstrate measurable ROI, and ultimately convincing decision-makers that Swiftly can help achieve their desired organizational outcomes. In addition, you will guide your clients through procurement processes and manage Swiftly's internal responses to public solicitations for your territory, with the support of our internal procurement team.
We are open to candidates in most locations across the U.S. At this time we are unable to provide Visa sponsorship. #LI-Remote

What You'll Do

  • Build and manage a territory strategy that creates a realistic plan towards quota achievement
  • Prospect approximately 50-60% of your own pipeline by leveraging Salesforce CRM and Outreach.io. Tasks will include daily research, cold calling, sending email campaigns and using tools such as LinkedIn.
  • Conduct thorough discovery calls where you clearly identify the pain and needs of account stakeholders
  • Demonstrate Swiftly’s ability to solve problems and deliver desired business outcomes
  • Guide government agencies to approach old problems in new ways
  • Work public sector deals from discovery to close within a typical 6-18 month sales cycle
  • Work with your opportunity contacts to identify budget and determine a procurement path
  • Attend conferences and other events to deepen your industry knowledge, meet transit leaders, generate new sales opportunities, and accelerate deals
  • Accurately identify risk within deals by using the SPICED methodology and work with your leadership, internal partners and executives to mitigate those risks
  • Forecast deals appropriately using Swiftly’s forecast methodology
  • Achieve and exceed revenue goals.
  • Contribute to the winning environment by committing to your own self-development and supporting the development of your teammates

About You

  • Our ideal candidate will have a background in B2B/B2G SaaS sales or equivalent experience. Bachelor's degree highly preferred.
  • 4+ years of SaaS sales experience
  • Proven success in closing new logo opportunities
  • Consistent track record of hitting goals
  • Demonstrated, proven success in relationship building, stakeholder management, pipeline management, prospecting, complex procurement mechanisms, contract negotiation and closing customers
  • The ability to build positive relationships and influence. Strong communication and interpersonal skills; ability to be personable yet persistent
  • Experience leveraging Salesforce, Outreach.io, ZoomInfo, LinkedIn and/or comparable tools
In accordance with pay transparency laws: the approximate salary range for this role is $123,000 to $200,000 OTE yearly (base salary + any variable comp). This range represents the anticipated low and high end of the salary 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 within the United States. Note: salary ranges for non-U.S. candidates may be higher or lower than the U.S. numbers above depending on location.
Salary is one component of Swiftly’s total compensation package, which also includes stock options, competitive benefits, 401(k) matching, a fantastic team and culture, the opportunity to have a huge impact, emphasis on professional growth and holistic wellness, and other perks.
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
Competitive salary
Stock options for every employee
Medical, Dental and Vision
401k with Employer Match
Flexible Spending Account (FSA)
Home office setup reimbursement
Monthly cell/internet reimbursement
Monthly "Be Well" stipend
Flexible PTO with a required minimum
Flexible work environment
16-17 paid holidays - including 4 holidays in months without US national holidays in 2024
8 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 a truly mission-driven culture that is set to change the world of transit
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.