Enterprise Account Manager

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

Benefits offered by this job

Medical, dental, vision

Mental health benefits

Family building benefits

Child care benefits

401(k) with company match

Paid time off

Parental leave

Commuter benefits

Lyft credits

Lyft Pink membership

Job summary

Lyft Business in New York is seeking an Account Manager to manage enterprise partnerships and drive transportation solutions for large organizations. You will own the end-to-end relationship, design custom solutions, and expand revenue within existing accounts.

The role requires 4+ years in a customer-facing role, a proven ability to hit revenue targets, and strong communication skills. This is a hybrid role with in-office days in New York.

Qualifications

• 4+ years in a customer-facing role with revenue responsibility
• Comfortable in a fast-paced sales environment with urgency
• Strong written and verbal communication about Lyft’s platform
• Proven ability to build proactive business plans for partner growth
• Experience managing large enterprise accounts

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 streams within existing accounts (upsells/cross-sells) across commuter benefits, events, perks, and corporate travel
• Generate and maintain an active pipeline with accurate opportunity stages, close dates, revenue forecasts, and deal docs
• Sell Lyft to stakeholders to broaden the contact list across client organizations and levels
• Collaborate with Product, Engineering, Sales Ops, Legal, Marketing to represent client voice internally
• Lead recurring check-ins and QBRs to monitor health and drive adoption
• Address roadblocks and share best practices; update on account health and next steps
• Work with Marketing to develop scalable go-to-market collateral and campaigns for clients
• Operate proactively and entrepreneurially to drive adoption and growth of Lyft Business

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.