Enterprise Account Manager

Lyft Inc; New York (NY); Hybrid; USD 111,000 - 139,000; Full time

Benefits offered by this job

Health insurance

401(k) plan with company match

Parental leave

Commuter benefits

Lyft credits

Job summary

Lyft is seeking an Account Manager for Lyft Business in New York City. You will own relationships with enterprise partners, design and implement transportation solutions, and grow revenue across existing accounts in the US.

You will collaborate with Product, Engineering, Marketing, and Sales, lead quarterly business reviews, and help scale go-to-market collateral. This hybrid in-office role requires strong communication and a proactive, entrepreneurial mindset.

Qualifications

• 4+ years of experience in a customer-facing role such as Sales, Customer Success, or Business Development.
• Excellent written and verbal communication, with ability to translate Lyft solutions into client value.
• Proven ability to drive revenue growth within a managed portfolio.
• Ability to build proactive business plans and partner playbooks for accounts.
• Experience managing relationships with large enterprise clients.

Responsibilities

• Own the customer relationship with enterprise partners as their primary Lyft representative for business-related transportation needs.
• Partner with Fortune 500 companies to design, sell and implement custom transportation solutions for employees, recruits, VIPs, guests, and subscribers.
• Identify and generate additional revenue within accounts through up-sells and cross-sells across benefits, events, concierge, and corporate travel uses.
• Maintain an active pipeline with accurate opportunity staging, close dates, and revenue forecasts.
• Conduct regular check-ins and QBRs with clients to monitor health and progress.
• Collaborate with Product, Engineering, Marketing and Sales Operations to reflect client voices.
• Develop scalable go-to-market collateral with Marketing for client programs.
• Operate proactively with autonomy to plan and execute growth strategies.
• Learn Lyft Business products deeply to advise clients on usage and opportunities.

Job description

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 Business is changing the way companies, brands and organizations leverage the Lyft platform to redefine the way they operate and move people around. We are solving big problems, and meeting the needs of our clients and the people they care about in a whole new way. We realize that the world has changed so much recently, and that the needs of our customers and how they envision transportation is changing too. Our work is fun, challenging and rewarding and we are looking for customer and growth-focused team members passionate about solving problems and delighting our customers.

As an Account Manager, you’ll help our clients understand the power of Lyft Business. You will build and manage a named account list of large organizations in the US, ensuring that they leverage Lyft’s products for any transportation objective they have. We’re building the next great transportation platform, and we need world-class talent and candidates that aren’t afraid to try new things and think outside the box to build new business.

Responsibilities:

• Own the customer relationship with enterprise grade partners as their primary representative to Lyft for all their business related transportation needs
• Partner with Fortune 500 companies, to design, sell and implement custom transportation solutions for their respective passengers that include employees (essential and non), recruits, VIPs, guests, subscribers, etc
• Identify and generate additional revenue streams within existing accounts, including up-sells and cross-sells; selling across commuter benefits, events, employee perks, concierge, and corporate travel use cases to exceed revenue targets
• Generate and maintain an active pipeline with meticulous attention to opportunity staging, close dates, revenue forecasts, and deal documentation
• Constantly ‘sell’ Lyft to stakeholders within client organizations, seeking to uplevel your decision maker contacts, and ensure a wide list of contacts within various segments of your customer’s organization
• Work with internal cross-functional partners to represent the voice of your clients with Product, Engineering, Sales Operations, Legal, Marketing, etc.
• Lead and own recurring check-ins and scalable touch points (including formal QBRs) with clients.
• Scalably address roadblocks, tackle challenges, highlight success, and communicate account ‘health’ updates and best practices
• Collaborate with Marketing team in order to develop strong and scalable ‘go to market’ collateral and campaigns to execute within your clients’ organizations
• Operate in a proactive and entrepreneurial manner. There’s no wrong way to evangelize Lyft within your customer set. You’ll be given the autonomy and resources to plan your own path to success, with the expectation to execute quickly.
• Have comfort in operating in the gray. Programs will fail as others succeed. Take note of what works, and help build our playbook for new B2B transportation use cases for Lyft.
• Fully understand all of Lyft Business’ products and services, keeping abreast of product changes and how they may impact your customers or lead to increased usage.

Experience:

• 4+ years of experience in a customer-facing role (Sales, Customer Success, Business Development experience preferred from any field)
• Must be comfortable working in a sales environment, operating with a sense of urgency and independent spirit.
• Ability to communicate effectively (both in writing and verbally), how Lyft’s transportation technologies can offer solutions to complex mobility challenges for our customers
• Previous experience working towards a revenue target and building strategies to drive revenue growth within managed portfolio required
• Strong understanding and curiosity of Lyft’s platform and competitive landscape
• Creative thinking to develop out-of-the-box ideas in order to overcome challenges and objections
• Ability to build proactive business plans and curate your respective playbook on partner ride growth
• Demonstrated success managing large customers and prioritizing workflow accordingly
• Ability to deliver business value to the account and build on strong client relationships

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 pay range for this position in the New York City area is $110,857 - $138,571, not inclusive of potential equity offering 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.