Manager of the Public Sector Strategic Accounts Team

Jacobs • San Francisco, CA • 5h ago

StreetLight pioneered the use of Big Data analytics to shed light on how people, goods, and services move, empowering smarter, data-driven transportation decisions. The company applies proprietary machine-learning algorithms and data processing resources to measure travel patterns of vehicles, bicycles and pedestrians that enable complex transportation problem solving using analytics available on SaaS platform, StreetLight InSight®.

Acquired by Jacobs as a subsidiary in February 2022, StreetLight continues to provide innovative digital solutions to help communities reduce congestion, improve safe and equitable transportation, and maximize the positive impact of infrastructure investment.

As the Manager of our Public Sector Strategic Accounts Team, you will help communities become smart, safe and sustainable. You can become a leader in the transition to data-driven planning and operations. This person will be responsible for leading a team selling a suite of SaaS solutions and related mobility data offerings, executing successful sales strategies and tactics to meet annual and quarterly sales targets.

This position requires the ability to recruit, coach, and retain high-performing sales reps, strong forecasting and pipeline management skills, experience setting and managing to KPIs and performance metrics, ability to foster a collaborative, mission-driven culture. The ability to motivate sellers through long sales cycles is a must. This person will also need experience with land and expand strategies, government procurement processes, funding and budgets.

Location: Remote within the United States

Key Responsibilities:

Ability to deliver accurate forecast in quarter to meet business/quota Goals.

Work Cross Functionally within StreetLight to deliver on customer needs. Coordinate and effectively communicate response in a timely manner to ensure StreetLight competitiveness,

Effectively manage direct reports to ensure happiness and motivation, while still maintaining accountability across the team. Design performance measurements and manage them to support individual and company objectives.

Ability to design innovative approaches to both existing and new markets.

Identify and structure "levers" to motivate and drive performance of the OVERALL business. To include team design, segmentation, direct/indirect mix and GTM strategies.

Be able to effectively coach teammates from a technical, sales process and business standpoint to improve efficiency and specifically win rate within large and/or strategic deals. Identify areas to accelerate sales cycle and rep performance.

Manage performance transparently and fairly according to company policy to clearly show progress against team objectives. Be accountable to Sales goals.

Identify teammates that are failing to meet expectations and coach/develop as needed.

Compensation: There is a commission component to this role. OTE expected in the $320-350k range

Bachelor's degree in the field of business, marketing or engineering.

10 + years of experience in complex sales to customers in a recognized technology industry, transportation, urban planning, or architectural-related field. Experience selling to and working with public sector agencies is highly desirable.

5+ years of sales management experience

A working knowledge of location-based services data (LBS), connected vehicle data (CVD), GPS, GIS or related geospatial data is strongly preferred.

Proven over-achievement with responsibility for a multimillion dollar quota.

Ability to work in a fast-paced, environment.

Excellent written and verbal communications skills. Must be fluent in English.

Comfortable presenting to senior executive management and large audiences.

Strong financial skills and experience in creating new business opportunities.

Critical thinking skills and the ability to influence and manage multiple priorities are essential.

Team-oriented, flexible, and able to see the "big picture" - because our entire team must meet our goals for StreetLight Data to be successful.

Must be willing and able to travel up to 25% or as needed to achieve objectives.

Jacobs is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, religion, creed, color, national origin, ancestry, sex (including pregnancy, childbirth, breastfeeding, or medical conditions related to pregnancy, childbirth, or breastfeeding), age, medical condition, marital or domestic partner status, sexual orientation, gender, gender identity, gender expression and transgender status, mental disability or physical disability, genetic information, military or veteran status, citizenship, low-income status or any other status or characteristic protected by applicable law. Learn more about your rights under Federal EEO laws and supplemental language.

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