Director of Sales

About Token Transit

Token Transit makes it easier for people to ride transit by lowering the barriers to fares. We are a complete fare payment platform for public transportation - from bus, to rail, to ferry, to paratransit and beyond. Over 200 municipal and regional transportation agencies across North America use our B2B2C SaaS and hardware solutions to bring flexibility, convenience, and ease to the rider journey by letting people buy fares using their phones. Riders can pay with their credit, debit, or commuter benefit cards, while unbanked and underbanked populations can purchase by Cash App Pay. Riders can also purchase passes directly in apps they already use like Google Maps, Apple Maps, Transit, Moovit, Google Wallet, and more. Technology changes fast and we meet riders and transit agencies wherever they are by providing innovative new solutions for payment.

Token Transit is a small team based out of San Francisco, California. Roles are split between agency sales, customer success, and engineering. We are a remote-friendly company with employees across the United States and we have an office in San Francisco.

About the Director of Sales Role

As the Director of Sales, you are founding and owning the entire sales process - from top of the funnel lead generation, to qualifying, to close, and handoff to Success - for both new logo business and upsells to existing customers. You are a creative problem solver who is committed to ensuring the success of our municipal partners. With keen communication and demo-ing skills, you pitch Token Transit to prospective customers, follow-up, and keep deals organized. You identify product opportunities to differentiate Token Transit and lead RFI and RFP deals through procurement. You are the “face of Token Transit” at conferences and in the industry.

Responsibilities

• Create, iterate and improve upon Token Tranist’s sales process. Build your own strategy and approach to drive pipeline development, generate leads, and close deals.
• Listen to and empathize with various stakeholders at transit agencies to understand what challenges and pain points agencies face with fare payment
• Navigate complex government organizations to identify champions and decision makers, identify funding sources, and work with procurement
• Own and lead the RFP and procurement process by writing and submitting proposal responses and updating proposal materials and templates.
• Leverage competitive analysis to identify sole source opportunities.
• Generate and maintain sales and marketing materials.
• Use CRM (Pipedrive) to meticulously track deals, stages, contacts, and revenue forecasting to meet goals and report out to company
• Collaborate with Customer Success, Engineering, and other cross-functional peers on specific demo, RFI/RFP, or sales-impacting product issues
• Attend conferences and events to meet transit leaders, build relationships, and share knowledge. Travel onsite to meet with and present to prospective clients, sometimes on short notice.

About You

• You have 3+ years of sales experience working for enterprise SaaS in the B2B civic tech space (preferably in the urban planning/transportation/transit space with government customers). Experience selling and/or implementing and supporting hardware is a plus.
• You have closed six-figure deals to large (Tier 1 and Tier 2) transit agencies, cities, MPOs, or state governments while balancing and prioritizing a portfolio of accounts.
• You are passionate about the transportation space including sustainable, equitable, safe, affordable, accessible and efficient modes of travel
• You are very comfortable working with a wide range of personality types and feel comfortable picking up the phone to cold call prospective customers and unblock deals.
• You are an entrepreneurial self-starter who can build and improve existing processes with little oversight and direction.

Diversity, Inclusion, and Belonging

Public transit is overwhelmingly used by more people of color, more women, and more marginalized communities than other modes of transportation. We know it's important that the diversity and voices of our riders and transit agency customers are represented at the decision making tables at Token Transit. We encourage candidates of all races, genders, sexual orientations, ages, identities, and backgrounds to apply. Please don't hesitate to apply and share your story with us even if it feels like the requirements above don't quite fit.