Enterprise Account Executive

Account Executive, Enterprise Transit Remote, USAbout the Role

Transit is CharterUP's highest-priority enterprise vertical. We are building a new business serving public transit agencies, universities and airports: recurring, multi-year programs such as paratransit, microtransit, fixed-route service, campus shuttles and airport ground transportation. Public transit is the largest focus, with universities and airports close behind. This is a greenfield market for CharterUP. Most agencies and institutions don't know us yet, so this seller opens doors through their own relationships and credibility, builds trust long before an RFP is issued, and works alongside operators and technology partners to bring a complete solution to complex programs. You will own deals from first conversation through contract, and you will help write the playbook for how CharterUP wins in transit. This role carries an annual quota of approximately $5M. Transit deals are large, long-cycle and procurement-driven, so the number comes from a small set of well-chosen programs rather than volume. You will be working today on business that closes a year from now, and we hire and measure with that in mind. This is not a transactional sales role. We are looking for an enterprise seller who already knows how agencies, universities and airports buy, and who has the relationships to get CharterUP into the room. What You'll DoOpen Doors in Transit Use your existing relationships with transit agency leaders, university transportation directors and airport ground transportation teams to create opportunities for CharterUPBuild targeted account plans for a focused set of agencies and institutions rather than chasing every open bid Partner with our Business Development team, which builds top-of-funnel pipeline and qualifies opportunities for you Represent CharterUP at industry events and in the transit community, building awareness of who we are Get In Front of the RFPEngage general managers, directors of paratransit and mobility, and procurement well before formal procurement begins Shape requirements so that CharterUP is positioned to win when the RFP is issued Lead RFP strategy and responses with a clear, specific point of view on each customer's needs Own the Full Sales CycleRun long, multi-stakeholder pursuits from qualification through board approval and contract signature Navigate public procurement, funding requirements and multi-year contract negotiation Forecast accurately and keep leadership informed on pipeline and deal strategy Build Partnership Work with transit technology providers and operators, including companies we also compete with, to pursue programs together Help CharterUP support operators with overflow, ridership growth and fleet gaps Launch and Expand Partner with Operations for a clean handoff and a strong program launch Grow each win into additional services, programs and locations Bring customer and market feedback to leadership on pricing, operations and technology What You'll Bring 5+ years of quota-carrying, full-cycle enterprise sales experience as a closing AE or business development leader Personally closed multi-year contracts worth $1M+ in annual revenue through formal public-sector or institutional procurement Sold to public transit agencies, universities, airport authorities or comparable institutional buyers, and can walk through how they buy and approve Managed long sales cycles with buying committees of five or more stakeholders, and can name the executive sponsor on a recent win An established network in the transit, campus or airport transportation community that you can put to work from day one A documented record of quota attainment you can walk through year by year Comfort with technology: you can explain how transit software, operations and service delivery fit together Self-directed and comfortable building in a new market with limited structure PreferredExperience at a contracted transit operator (fixed-route, paratransit, school or campus) or a transit technology company (microtransit, scheduling, fleet or rider apps) Familiarity with FTA funding and NTD reporting requirements Active involvement in APTA or state and regional transit associations Experience building partnerships with operators or technology providers to win joint bids Recruiting Process Step 1 - Video call: Talent Acquisition interviewStep 2 - Video call: Hiring Manager interviewStep 3 - Video call: CRO interviewStep 5 - Video call: CEO interviewStep 5 - Sales presentation Step 6 - Offer