The posting
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 healthcare organizations, including navigating public procurement and responding to RFPs; or direct experience working for an agency
- 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; 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
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. Biological, adoptive, and foster parents are all eligible
- Subsidized commuter benefits
- Monthly Lyft credits and complimentary Lyft Pink membership
Lyft is an equal opportunity employer committed to an inclusive workplace that fosters belonging. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, age, genetic information, or any other basis prohibited by law. We also consider qualified applicants with criminal histories consistent with applicable federal, state and local law.
Lyft highly values having employees working in-office to foster a collaborative work environment and company culture. This role will be in-office on a hybrid schedule — Team Members will be expected to work in the office 3 days per week on Mondays, Wednesdays, and Thursdays. Lyft considers working in the office at least 3 days per week to be an essential function of this hybrid role. Your recruiter can share more information about the various in-office perks Lyft offers. Additionally, hybrid roles have the flexibility to work from anywhere for up to 4 weeks per year. #Hybrid
The expected base pay range for this position in the San Francisco area is $108,000 - $135,000 not inclusive of potential equity offering, bonus or benefits. Salary ranges are dependent on a variety of factors, including qualifications, experience and geographic location. Your recruiter can share more information about the salary range specific to your working location and other factors during the hiring process.
