Senior Account Executive, Transit & Healthcare

At Lyft, our purpose is to serve and connect. We aim to achieve this by cultivating a work environment where all team members belong and have the opportunity to thrive.

Lyft's Healthcare & Community Access team is changing how transit authorities, state Medicaid agencies, and transportation brokers think about paratransit, microtransit, and non-emergency medical transportation (NEMT). We already partner with some of the largest transit agencies and NEMT brokers in the country. Now we're going after the rest of the market.

We’re looking for an experienced sales and business development professional with a track record of bringing in new logos and a drive to keep raising the bar. This person will be responsible for net new business for our Transit and Healthcare verticals, building pipeline, designing the go-to-market strategy in partnership with our Lyft Business Strategy team, structuring creative deals, and driving them all the way to signature. You won't manage a book of existing accounts. Your job is to find, open, and win new ones, then hand them off to our Account Management team to grow.

This role is for someone who is energized by a blank whiteboard and a long sales cycle, who treats an RFP loss as intel for the next bid, and who doesn't stop until the contract is signed. You'll work with a high degree of autonomy, your work will directly shape where our vertical goes next, and you'll bring energy and urgency to the whole team.

• →Own net new revenue for the Transit and Healthcare verticals (weighted toward Transit), carrying an individual new business quota
• →Partner with the Lyft Business Strategy team to design the go-to-market strategy for Transit  use cases, including paratransit, microtransit, first/last mile, and NEMT, then own execution end to end: targeting, messaging, outreach, qualification, and close
• →Work an established target list and expand pipeline beyond it through prospecting, industry relationships, conferences, and creative outbound campaigns built with Marketing and Sales Ops
• →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, using cost/benefit analysis and unit economics
• →Drive complex contract negotiations to completion with partner executives and procurement teams, working with Legal, Finance, Compliance, and Public Policy (on Lyft or client paper)
• →Partner with Lyft Business Strategy to build business cases for new segments, products, and service levels, sizing the opportunity and resource needs and making a clear go/no-go recommendation to leadership
• →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, building Lyft's reputation and your own network in the space
• →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

• 8+ years of sales or business development experience, with at least 5 years focused on net new enterprise or public sector business and a consistent record of exceeding quota
• Proven experience building sales and GTM strategies from scratch and executing them to closed revenue
• Experience selling to transit agencies, municipalities, state agencies, or healthcare organizations, including navigating public procurement and responding to RFPs; or direct experience working for an agency
• High technical aptitude and the ability to sell deals with more complex architecture like APIs and MCPs
• 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; you set your own priorities, build your own pipeline, and go after high-impact opportunities without being asked
• 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