Sales Manager, Enterprise

Swiftly is seeking an exceptional 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.

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.

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.

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

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

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

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

• 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

• Drive disciplined territory planning and account prioritization across the Enterprise segment

• Support AEs in navigating complex, multi-stakeholder deals with 6–18 month sales cycles

• Actively join AEs on discovery calls, demos, and business case development when needed

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

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

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

• Ensure BDRs maintain excellent CRM hygiene and follow structured qualification frameworks

• Support BDR development and career pathing into AE roles

• Champion and enforce the SPICED sales methodology across the team

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

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

• Lead the adoption of AI-assisted workflows that improve prospecting efficiency and sales effectiveness