Sales Manager, Enterprise

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.

About the Role

Swiftly is looking for a Sales Manager, Enterprise to lead and develop our Mid-Market/Enterprise Account Executive and Business Development Representative teams. This is a management role focused on building, coaching, and developing a high-performing sales team — ideal for a sales leader who thrives on developing reps, driving accountability, and winning in complex public-sector environments.

You’ll own the performance and development of the Enterprise AE and BDR functions, driving new logo acquisition with transit agencies across North America. Your team manages 6–18 month enterprise sales cycles involving government procurement, multi-stakeholder buying committees, and consultative selling. You’ll set the coaching rhythm, build pipeline strategy, and ensure your team is executing with discipline using the SPICED methodology.

Swiftly’s platform is used by 200+ transit agencies across 11 countries, including LA Metro, MARTA, SEPTA, and MBTA. We’re in a period of growth and are building the go-to-market team that will define our next chapter. If you’re passionate about developing talent, winning in complex sales environments, and making public transit better for millions of riders, we want to talk to you.

Sales at Swiftly

Our Sales team is responsible for introducing Swiftly’s platform to transit agencies and helping them understand how real-time data, rider-facing tools, and operational analytics can transform their service. We sell to government agencies with long, consultative sales cycles that require deep discovery, strong relationships, and a genuine passion for improving public transit. Every deal matters — not just for revenue, but because each new agency means better service for the riders who depend on it.

The Role

As Sales Manager, Enterprise, you will lead a team of Enterprise Account Executives and Business Development Representatives. Your AEs manage territory plans, run complex discovery and demos, build ROI-driven business cases, and navigate public-sector procurement. Your BDRs identify and engage target transit agencies, qualify leads, and generate the pipeline that fuels your team’s growth. You’ll be responsible for hiring, onboarding, coaching, and developing these reps while also partnering with Marketing, Product, and Customer Success to align on strategy.

What You'll Do :
Team Leadership & Coaching

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Recruit, onboard, and develop a high-performing team of Enterprise AEs and BDRs

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Establish and maintain a coaching rhythm: regular 1:1s, call reviews, deal reviews, and skills development sessions

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Set clear performance expectations and hold the team accountable to activity metrics, pipeline targets, and quota attainment

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Foster a culture of learning, collaboration, and continuous improvement across the sales team

Pipeline & Revenue

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Own the team’s pipeline generation strategy, ensuring AEs prospect 50–60% of their own pipeline while BDRs generate the remainder through outbound and ABM motions

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Drive disciplined territory planning and account prioritization across the Enterprise segment

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Support AEs in navigating complex, multi-stakeholder deals with 6–12 month sales cycles

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Step in to support AEs on discovery calls, demos, and business case development when needed

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Maintain accurate forecasting and pipeline reporting in Salesforce; provide weekly forecast updates to leadership

BDR Management

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Coach BDRs on prospect research, outbound engagement, and lead qualification to convert SQLs to SQOs

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Collaborate with Marketing on account-based marketing (ABM) campaigns and inbound lead routing

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Ensure BDRs maintain excellent CRM hygiene and follow structured qualification frameworks

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Support BDR development and career pathing into AE roles

Process & Strategy

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Champion and enforce the SPICED sales methodology across the team

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Represent Swiftly at industry conferences (APTA, TransITech, state transit associations) and coach your team on event strategy

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Partner cross-functionally with Marketing, Product, and Customer Success to refine messaging, share market feedback, and improve the buyer experience

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Identify opportunities to develop AI-assisted processes that improve prospecting efficiency and sales effectiveness

What Will Set You Up for Success :
• 5+ years of B2B SaaS sales experience, with at least 2 years in a frontline sales management role

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Proven track record of leading teams to meet or exceed quota in a new-logo, enterprise sales environment

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Experience managing both AE and BDR functions (or equivalent pipeline generation teams)

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Strong coaching instincts — you develop reps, not just manage them

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Experience with complex, consultative sales cycles (6+ months) involving multiple stakeholders and procurement processes

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Comfortable with government or public-sector sales; transit industry experience is a plus but not required

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Proficient with Salesforce, Outreach.io, ZoomInfo, LinkedIn Sales Navigator, and modern sales tools

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Excellent communication skills — you can lead a team meeting, run a deal review, and present to executives with equal confidence

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Willingness to travel for conferences, team events, and strategic customer meetings (approximately 20–30%)

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 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 Salary Range: $170,000 - $220,000 OTE

Canadian Salary Range: $176,000 - $200,000 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 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.