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 cities, transit agencies, and state Medicaid agencies 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 to expand access to transit and healthcare, and shape a future where cities are built around people – not cars. 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 unlocking new opportunities 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, bring energy and urgency that fuels the team, and directly shape how we work with transit and healthcare partners on some of the most pressing mobility challenges facing communities today.. Responsibilities: 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 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 is preferred 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 healthc