Sales Manager, Enterprise

Swiftly, Inc. is a leading transit data platform on a mission to help cities move more efficiently. They are seeking a Sales Manager, Enterprise to lead and develop their Mid-Market/Enterprise Account Executive and Business Development Representative teams, focusing on building a high-performing sales team and driving new logo acquisition with transit agencies across North America.

Responsibilities:

• 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

Requirements:

• 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%)