United States onlyCompany Description
About the Role
Swiftly 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 Swiftly
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.
The Role
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.
What You'll Do
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 6–12 month sales cycles
Step in to support 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
Identify opportunities to develop AI-assisted processes that improve prospecting efficiency and sales effectiveness
Team Leadership & Coaching
Pipeline & Revenue
BDR Management
Process & Strategy
What Will Set You Up for Success
- 5+ years of B2B SaaS sales experience, with at least 2 years in a frontline sales management role
Proven track record of leading teams to meet or exceed quota in a new-logo, enterprise sales environment
Experience managing both AE and BDR functions (or equivalent pipeline generation teams)
Strong coaching instincts — you develop reps, not just manage them
Experience with complex, consultative sales cycles (6+ months) involving multiple stakeholders and procurement processes
Comfortable with government or public-sector sales; transit industry experience is a plus but not required
Proficient with Salesforce, Outreach.io, 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 (approximately 20–30%)
Pay Range
In accordance with pay transparency laws, please see the approximate salary ranges below. These ranges represents the anticipated low and high end of the salary for this position. Actual salaries will vary and are based on a multitude of non-discriminatory factors including final role leveling decisions, a candidate’s relevant work experiences/skills, and geographic location. Salary is one component of Swiftly’s total compensation package, which also includes stock options, competitive benefits, 401(k)/ RRSP matching, a fantastic team and culture, opportunity to have a huge impact, emphasis on professional growth and holistic wellness, and other perks.
US Salary Range: $170,000 - $220,000 OTE
Canadian Salary Range: $176,000 - $200,000 OTE
CA and US only