Sales Manager, Enterprise

Company DescriptionSwiftly 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 RoleSwiftly 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 SwiftlyOur 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 RoleAs 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 & CoachingRecruit, onboard, and develop a high-performing team of Enterprise AEs and BDRsEstablish and maintain a coaching rhythm: regular 1:1s, call reviews, deal reviews, and skills development sessionsSet clear performance expectations and hold the team accountable to activity metrics, pipeline targets, and quota attainmentFoster a culture of learning, collaboration, and continuous improvement across the sales teamPipeline & RevenueOwn the team’s pipeline generation strategy, ensuring AEs prospect 50–60% of their own pipeline while BDRs generate the remainder through outbound and ABM motionsDrive disciplined territory planning and account prioritization across the Enterprise segmentSupport AEs in navigating complex, multi-stakeholder deals with 6–12 month sales cyclesStep in to support AEs on discovery calls, demos, and business case development when neededMaintain accurate forecasting and pipeline reporting in Salesforce; provide weekly forecast updates to leadershipBDR ManagementCoach BDRs on prospect research, outbound engagement, and lead qualification to convert SQLs to SQOsCollaborate with Marketing on account-based marketing (ABM) campaigns and inbound lead routingEnsure BDRs maintain excellent CRM hygiene and follow structured qualification frameworksSupport BDR development and career pathing into AE rolesProcess & StrategyChampion and enforce the SPICED sales methodology across the teamRepresent Swiftly at industry conferences (APTA, TransITech, state transit associations) and coach your team on event strategyPartner cross-functionally with Marketing, Product, and Customer Success to refine messaging, share market feedback, and improve the buyer experienceIdentify opportunities to develop AI-assisted processes that improve prospecting efficiency and sales effectivenessWhat Will Set You Up for Success 5+ years of B2B