Senior Account Executive, Transit & Healthcare

Quick Facts

• Role: Senior Account Executive (Transit & Healthcare)

• Focus: Net new revenue for Transit and Healthcare, weighted toward Transit

Description

Own end-to-end new business for Transit and Healthcare, including pipeline building, RFP/RFI motions, creative deal structuring, and complex negotiations through contract signature. Partner with Business Strategy to design and execute go-to-market for paratransit, microtransit, first/last mile, and NEMT, while bringing market insights back to Product and Engineering. This role emphasizes autonomy and long sales cycles.

Responsibilities

• Own net new revenue for Transit and Healthcare verticals; carry an individual new business quota

• Design and execute go-to-market strategy end to end (targeting, messaging, outreach, qualification, and close)

• Manage an established target list and expand pipeline via prospecting, industry relationships, conferences, and outbound campaigns

• Lead public sector sales end to end, including tracking procurement cycles, influencing RFP requirements early, and responding to RFP/RFI with cross-functional partners

• Structure creative, mutually beneficial deals (pricing/rebate models, pilots, multi-party agreements) using cost/benefit analysis and unit economics

• Drive complex contract negotiations to completion with partner executives and procurement teams (coordinating Legal, Finance, Compliance, and Public Policy)

• Build business cases for new segments/products/service levels and provide clear go/no-go recommendations

• Identify product gaps blocking deals and champion features that unlock new segments

• Represent the business externally at transit, healthcare, and NEMT industry events and panels

• Hand off closed partnerships to Account Management with a clear launch and growth plan

• Present pipeline, strategy, and results to VP-level and above audiences

Requirements

• 8+ years of policy, government affairs, sales, or business development experience

• At least 5 years focused on net new enterprise or public sector business with a consistent record of exceeding quota (preferred)

• Proven experience building and executing government affairs/public advocacy/sales/GTM strategies from scratch to close revenue and/or achieve policy outcomes

• Experience selling to transit agencies, municipalities, state agencies, or healthcare organizations, including public procurement and RFP responses (or direct experience working for an agency)

• Familiarity with complex/emerging technology architecture like APIs and MCPs (preferred)

• Demonstrated ability to close complex, long-cycle deals with multiple stakeholders

• Strong deal structuring and negotiation skills; comfortable with financial modeling

• Persistence and resilience; treats “no” as “not yet”

• Highly self-directed and comfortable with ambiguity; builds priorities and pipeline independently

• Excellent written, verbal, and presentation skills with executive presence for C-suite and agency leadership

• Ability to influence cross-functional partners and build consensus

• Transit/paratransit/microtransit/NEMT/mobility industry experience strongly preferred

• Bachelor’s degree required

Benefits

• Great medical, dental, and vision insurance options with additional programs

• Mental health benefits

• Family building benefits

• Child care and pet benefits

• 401(k) plan with company match

• 12 observed holidays plus discretionary paid time off (salaried) or 15 days paid time off (hourly)

• 18 weeks of paid parental leave (biological, adoptive, and foster parents)

• Subsidized commuter benefits

• Monthly Lyft credits and complimentary Lyft Pink membership