Responsibilities
- Recruit, onboard, and develop a high-performing team of SMB Account Executives.
- 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 team.
- Own the team's pipeline generation strategy, ensuring AEs prospect approximately 50 to 60% of their own pipeline through outbound calling, email campaigns, and tools such as LinkedIn.
- Drive disciplined territory planning and account prioritization across the SMB segment.
- Support AEs in navigating public-sector deals with typical 3 to 8 month sales cycles, multiple stakeholders, and government procurement processes.
- 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 using Swiftly's forecast methodology.
- Achieve and exceed team revenue goals.
- Champion and enforce the SPICED sales methodology across the team.
- Coach the team on identifying and mitigating deal risk, partnering with leadership, internal partners, and executives as needed.
- Oversee Swiftly's responses to public solicitations within your team's territories, with the support of our internal procurement 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 and modern sales workflows that improve prospecting efficiency and sales effectiveness.
Requirements
- 7+ years of B2B SaaS sales experience, with at least 3 years in a frontline sales management role.
- Proven track record of leading teams to meet or exceed quota in a new-logo sales environment.
- Strong coaching instincts — you develop reps, not just manage them.
- Experience with consultative sales cycles involving multiple stakeholders and procurement processes.
- Proficient with Salesforce, Gong Engage, ZoomInfo, LinkedIn Sales Navigator, and modern sales tools.
- Excellent communication skills — you can lead a team meeting, run a deal review, and present to executives with equal confidence.
- Willingness to travel for conferences, team events, and strategic customer meetings.
Nice to Have
- Experience scaling an SMB sales team is a strong plus.
- Comfortable with government or public-sector sales; transit industry experience is a plus but not required.
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
Compensation
Competitive salary and equity compensation
Work Arrangement
Flexible work environment
Team
Customer-facing team members and other specific roles may be expected to travel more frequently.
Other
- Travel: Swiftly employees can generally expect to travel 1–2 times a year for in-person company or team offsites. Customer-facing team members and other specific roles may be expected to travel more frequently.
- Visa sponsorship: At this time we are unable to provide Visa sponsorship.
- E-Verify: Because we work with public agencies, we participate in E-Verify.
At this time we are unable to provide Visa sponsorship.
