Business Development Manager California/West Coast

About the role

The Business Development Manager is responsible for leading the full sales cycle, which includes prospecting, needs assessment, proposals, pricing, and contract negotiation, resulting in closing deals with transit agencies and key partners throughout the western US. You will also function as a trusted advisor to prospects, guiding them toward INIT solutions that solve real operational challenges.

Responsibilities

• Proactively identify and develop new business opportunities in the public transit sector.
• Build relationships with senior stakeholders and position INIT as a strategic partner.
• Lead the full sales cycle- from prospecting and needs assessment to proposals, pricing, and contract negotiation.
• Craft winning responses to RFPs and tenders in collaboration with cross-functional teams.
• Shape regional go-to-market strategies to increase market share and long-term pipeline value.
• Maintain detailed CRM activity (Salesforce), forecasts, and performance metrics.
• Represent INIT at key industry events, conferences, and customer meetings.

Requirements

• Proven Closer: 5+ years of B2B sales success in transit tech, enterprise SaaS, or related industries.
• Hunter DNA: Relentless in pursuit, creative in approach, and disciplined in execution.
• Consultative Seller: You solve problems, build trust, and influence decisions by uncovering value.
• Public Transit Knowledge: Experience with transit operations, procurement, or funding processes is a plus.
• Independent Operator: Self-starter comfortable navigating long sales cycles and complex deals.
• CRM Power User: Proficient in Salesforce and the Microsoft Office Suite.
• Polished Communicator: Strong verbal and written communication skills with C-level gravitas.
• Curious: Asking the right questions opens doors others don’t even see

Qualifications

• Bachelor’s degree in business, technology, or relevant experience in related field is preferred.

Skills

• Strong interpersonal and communication skills.
• Ability to work independently and manage multiple projects simultaneously.
• Proficiency in Salesforce and Microsoft Office Suite.
• Experience with transit operations, procurement, or funding processes is a plus.

Benefits

Competitive paid time off, starting with 15 days of vacation, increasing with tenure, plus 11 paid holidays, a personal day, and a community service day. 6 paid sick days annually. Paid parental leave. 100% employer-paid health and dental insurance for employees, with generous dependent coverage contributions. 401(k) with company match (currently dollar-for-dollar up to 5% of salary). Company-paid life insurance, plus short-term and long-term disability insurance. Flexible Spending Accounts (medical, dependent care, and limited FSA options) with employer contributions for eligible medical plans. Annual benefit allowance for optional employee benefits. Continuing education assistance and support for professional development. Optional benefits including accident insurance, legal services, identity theft protection, adoption assistance, education assistance, and student loan repayment assistance.

Pay

The anticipated annual salary range for this position is $95,000-$135,000 depending on qualifications, location, and experience.

Schedule

Hybrid and remote flexibility for experienced professionals.