Senior Account Executive, Transit & Healthcare

Quick Facts

• Role: Senior Account Executive (Transit & Healthcare)

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

• Sales motion: End-to-end public sector (RFP/RFI) and complex deal negotiations

Description

Own net new business for Transit and Healthcare verticals, with responsibility for an individual new business quota. Partner with Business Strategy to design and execute go-to-market strategy for transit use cases (paratransit, microtransit, first/last mile, and NEMT), targeting and closing new partners through signature. You will not manage existing accounts—your job is to open and win new ones, then hand off to Account Management for growth.

Responsibilities

• Own net new revenue for the Transit and Healthcare verticals (weighted toward Transit)

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

• Build and expand pipeline using prospecting, industry relationships, conferences, and outbound campaigns

• Lead public sector sales motions end to end, including procurement cycles and RFP/RFI responses

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

• Drive complex contract negotiations to completion with partner executives and procurement teams

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

• Bring market feedback to Product/Engineering/Product Marketing to identify gaps blocking deals

• Represent Lyft externally at transit, healthcare, and NEMT events

• Hand off closed partnerships to Account Management with a 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

• 5+ years focused on net new enterprise or public sector business with consistent quota overachievement (preferred)

• Proven ability to build GTM/government affairs/sales strategies from scratch and execute to close revenue and/or achieve policy outcomes

• Experience selling to transit agencies/municipalities/state agencies/healthcare organizations, including public procurement and RFPs (or direct agency experience)

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

• Proven track record closing complex, long-cycle, multi-stakeholder deals

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

• Persistence and resilience through repeated “no” outcomes until contract signing

• Self-directed, comfortable with ambiguity; builds own pipeline and priorities

• Excellent written, verbal, and presentation skills; executive presence to pitch C-suite and adapt messaging

• Ability to influence cross-functional partners and build consensus

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

• Bachelor’s degree required

Benefits

• Medical, dental, and vision insurance options plus 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 PTO (hourly)

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

• Subsidized commuter benefits

• Monthly Lyft credits and complimentary Lyft Pink membership