Senior Account Director

Role Overview

• Own revenue growth across Southern California, focusing on Los Angeles, Orange County, San Diego, and surrounding cities and districts.
• Identify and pursue high-fit public-sector opportunities with cities, counties, transit agencies, BIDs, DDAs, CRAs, and regional mobility organizations.
• Build territory strategy around markets with strong fit signals, including microtransit studies, grant funding, transit deserts, congestion, parking constraints, carbon-reduction goals, and existing transportation gaps.
• Convert single-city wins into broader regional clusters by targeting adjacent cities, districts, agencies, private developments, hotels, and institutional partners.
• Maintain a disciplined target-account strategy in HubSpot with clear prioritization, next steps, stakeholder mapping, and pipeline visibility.
• Drive new logo sales across multiple transportation use cases, including on-demand microtransit, fixed-route community shuttles, first-mile/last-mile transit connections, senior transportation and community mobility, hotel transportation, mixed-use and real estate developer mobility programs, and employee campus shuttle services.
• Develop account-specific strategies based on each prospect’s funding sources, operational needs, political priorities, and procurement path.
• Proactively source opportunities through outreach, relationship-building, conferences, referrals, grant tracking, and market intelligence.
• Manage complex, multi-stakeholder sales cycles involving city managers, transportation directors, planners, elected officials, parking managers, procurement teams, economic development leaders, and regional agencies.
• Navigate public-sector procurement paths, including RFPs, RFIs, sole-source opportunities, piggyback contracts, cooperative purchasing, pilots, and direct procurement.
• Work cross-functionally with Operations, Finance, Marketing, Customer Success, and leadership to ensure proposed deals are operationally feasible, profitable, and strategically aligned.
• Lead RFP strategy, proposal development, presentations, interviews, and follow-up activities in partnership with internal teams.
• Identify anchor accounts that can create credibility and unlock additional regional opportunities.
• Build strong local relationships with transportation consultants, planning firms, mobility advocates, business associations, and public-sector influencers.
• Help position Circuit as the go-to electric microtransit partner for Southern California communities seeking modern, sustainable, right-sized mobility.
• Develop partnerships with complementary operators or organizations where Circuit can provide a value-added electric microtransit layer.

Requirements

• 8+ years of B2B, B2G, transportation, mobility, infrastructure, government-services, or consultative sales experience.
• Proven track record closing complex deals with public-sector or highly regulated buyers.
• Experience selling to cities, counties, transit agencies, municipalities, transportation departments, parking agencies, developers, or similar stakeholders.
• Strong understanding of public-sector procurement, including RFPs, RFIs, sole-source justifications, piggybacking, cooperative purchasing, and multi-stakeholder decision-making.
• Experience in transit, mobility, transportation operations, EV infrastructure, parking, shuttle services, microtransit, government technology, or infrastructure services strongly preferred.
• Ability to create demand proactively, not simply respond to inbound leads or published RFPs.
• Strong executive presence and ability to communicate with city managers, elected officials, agency leaders, developers, hotel operators, and internal leadership.
• Highly organized and disciplined with CRM management, follow-up, and forecasting.
• Comfortable operating in a fast-growing, entrepreneurial environment where the playbook is improving but not always fully built.
• Located in Southern California, ideally between Los Angeles and San Diego, with willingness to travel throughout the region as needed.