Senior Account Executive, Transit & Healthcare

Lyft's Healthcare & Community Access team is changing how cities, transit agencies, and state Medicaid agencies think about paratransit, microtransit, and non-emergency medical transportation (NEMT). We're looking for an experienced sales and business development professional with a track record of unlocking new opportunities and a drive to keep raising the bar.

Responsibilities:

• Own net new revenue for the Transit and Healthcare verticals, carrying an individual new business quota
• Partner with the Lyft Business Strategy team to design the go-to-market strategy for Transit use cases
• Work an established target list and expand pipeline beyond it through prospecting, industry relationships, conferences, and creative outbound campaigns
• Lead public sector sales motions end to end, including tracking procurement cycles, influencing RFP requirements early, and working through RFP and RFI responses with cross-functional partners
• Structure creative, mutually beneficial deals, including new pricing and rebate models, pilots, and multi-party agreements
• Drive complex contract negotiations to completion with partner executives and procurement teams
• Partner with Lyft Business Strategy to build business cases for new segments, products, and service levels
• Bring the voice of the market to Product, Engineering, and Product Marketing, identifying product gaps that block deals and championing the features that unlock new segments
• Represent Lyft externally at transit, healthcare, and NEMT industry events, conferences, and panels
• Hand off closed partnerships to Account Management with a clear plan for launch and growth
• Present pipeline, strategy, and results to VP-level and above audiences

Experience:

• 8+ years of policy, government affairs, sales, or business development experience
• At least 5 years focused on net new enterprise or public sector business and a consistent record of exceeding quota
• Proven experience building government affairs, public advocacy, sales and/or GTM strategies from scratch and executing them to close revenue and/or achieve policy outcomes
• Experience selling to transit agencies, municipalities, state agencies, or healthcare organizations, including navigating public procurement and responding to RFPs
• Familiarity with complex and emerging technology architecture like APIs and MCPs preferred
• A track record of closing complex, long-cycle deals with multiple stakeholders and decision makers
• Creative deal structuring and strong negotiation skills, including comfort with financial modeling
• Persistence and resilience: you see “no” as “not yet” and keep finding new angles until you win
• Highly self-directed and comfortable with ambiguity
• Excellent written, verbal, and presentation skills, with the executive presence to pitch C-suite and agency leadership and adapt your message to each stakeholder
• Ability to influence cross-functional partners and build consensus inside and outside Lyft
• Transit, paratransit, microtransit, NEMT, or mobility industry experience strongly preferred
• Bachelor's degree required

Benefits:

• Great medical, dental, and vision insurance options with additional programs available when enrolled
• Mental health benefits
• Family building benefits
• Child care and pet benefits
• 401(k) plan with company match to help save for your future
• In addition to 12 observed holidays, salaried team members have discretionary paid time off, hourly team members have 15 days paid time off
• 18 weeks of paid parental leave
• Subsidized commuter benefits
• Monthly Lyft credits and complimentary Lyft Pink membership