SMB Account Executive at goswift

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. SMB Sales at Swiftly Our SMB Account Executive team manages deals from start to finish for prospective and current 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 SMB Account Executives are supported by BDRs,  who will partner with you to develop effective account strategies and outreach campaigns, and a dedicated Scaled CSM to deliver long-term value and growth opportunities with existing customers. Additionally, you will have the support of a dedicated cross-functional leadership team that 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. The Role As an SMB 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, delivering 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 hiring for two roles; one will manage a territory with potential customers in the Northeastern US, and one will manage a territory with potential customers in the Southeatern US. Candidates from Eastern or Central time zones are highly preferred. *We use AI tools for scheduling and summarization in our hiring process. We do not use AI tools to make decisions about who moves forward or to assess the strength of candidates. Every application is reviewed and all hiring decisions are made by Swiftly team members. This is an active, open role that we are currently hiring for at Swiftly. 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 3-8 month sales cycle for SMB • 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 What Will Set You Up for Success • 2+ 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 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: $100,000 - $125,000 USD OTE Canadian Salary Range: $110,000 - $135,000 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 • 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.