Account Manager (remote)

Company Description

Swiftly is a mission-driven company and a big data platform for transportation. The platform weaves data analytics, intuitive visualizations, and real-time predictive technologies into applications that drive smarter decisions for public transit agencies. Today, over 5,500 transit professionals in over 90 cities across the globe use Swiftly to improve transportation for over 1.5 billion passenger trips per year.

Sales at Swiftly

The Swiftly Sales team shares our work with prospective customers, mainly transit agencies, in compelling, human ways. We challenge ourselves and one another to approach old problems in new ways, and we embrace failures as learning opportunities - if you’re not failing occasionally, you’re not putting yourself in a position to succeed! The team cares deeply about the problem we’re solving, so we empathize with and listen to our customers to build partnerships and deepen our value proposition. We thrive with constraints, getting creative to execute on a variety of deliverables in collaboration with other teams. Lastly, while we love to win, we know that the best means to that end on a broad scale is to support our colleagues and win as a team.

About the role

Account Managers own the end-to-end sales cycle for upsells. They are responsible for working closely with Customer Success, Marketing, Partnerships, and Product to increase the ‘stickiness’ of Swiftly products amongst our customers, ensure their continued success and the value they find with Swiftly, and for hitting our new ARR from upsell goals. They own their own territory of existing customers and are responsible for prospecting, lead generation, and new revenue from the customer base. Swiftly has aggressive upsell goals this year and we are looking for experienced Account Managers who are committed to the success of the transit industry. 

What you'll do:

• Own the upsell pipeline from marketing qualified lead to close
• Build your own strategy to drive pipeline development throughout our customer base, partnering with the Customer Success (CS) Team to remain up to date on the state of all customers.
• Develop and maintain account plans with the relevant CS Managerss for key accounts
• Work with marketing to develop customer-focused collateral and execute on campaigns
• Own key upsell metrics (CS leads, sales qualified lead, pipeline, closed ARR) and related sales processes
• Own the development of new process, materials, and supporting resources to support building out the Account Management function at Swiftly
• Own and improve the upsell sales process, documents, resources, and other scaling tools.
• Listen to and empathize with various stakeholders at transit agencies to understand what challenges agencies face when doing their work.
• Convince local governments to approach old problems in new ways, while leading deals from initial engagement to close.
• Build a joint plan with the agency that incorporates their goals and shows how Swiftly can support them in meeting and exceeding their goals.

About You:

• Our ideal Account Manager hire will have at least 2-3 years of experience in SaaS account management (B2B/B2G) - bonus if in the public transportation industry or other public sector accounts. 
• Account management is a new function at Swiftly, and you will have a pioneering role in developing processes between Sales and Customer Success. You should have a passion for developing process and working collaboratively to create scalable solutions in a new cross-functional environment. 

and will:

• Have a track record of exceeding quota in your previous positions.
• Understand that a successful upsell is one that enriches the customer’s experience and their overall experience with Swiftly - and serves their goals in the long term. 
• Excellent communication skills and the ability to foster internal feedback loops (i.e. between sales, marketing, product, customer success, etc.)
• Demonstrated ability to work with diverse groups of people from all backgrounds.
• Self-starter with a track record of initiative and entrepreneurial mindset. 
• Demonstrated track record of solving problems from scratch, developing new process, and thriving in ambiguous situations.
• Ideally, have knowledge of the public transportation landscape including public transport authorities and operators.

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. You’re a team player that believes in working with others to accomplish big goals.

- Communication. You believe openness and honesty underpin effective communication.

- Feedback. You’re a voracious learner. You seek and give constructive feedback to improve your practice.

- Growth. You are passionate about our work of growing the smart transit industry.

- Diversity. You cherish other perspectives and opinions.  

- Impact. You regularly evaluate the return on investment to optimize for positive impact.

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.