SMB Account Executive

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