[Hiring] Director of Sales @Transit Technologies

Role Description

FASTER is seeking a Director of Sales to lead its sales organization and drive growth within government, public-sector, and education markets. This role owns sales strategy and execution, leads a distributed sales team, and builds scalable processes designed for long, complex, procurement-driven enterprise sales cycles.

This is a highly visible leadership role requiring deep comfort operating in public-sector environments, where trust-based selling, multi-stakeholder alignment, and formal procurement processes are critical to success. The Director of Sales will partner closely with Product, Marketing, Client Support, Finance, and Executive Leadership to ensure go-to-market strategy aligns with customer realities and regulatory constraints.

Key Responsibilities

• Sales Strategy & Leadership
  • Develop and execute a comprehensive sales strategy focused on government, public-sector, education, and regulated transportation markets.
  • Identify and prioritize target agencies, districts, cooperatives, and regional opportunities aligned with FASTER’s growth objectives.
  • Partner with the CRO and executive team on revenue planning, forecasting, and long-term go-to-market strategy.
  • Serve as a senior sales leader within the Transit Technologies ecosystem, representing FASTER’s role and value.
• Team Development & Performance
  • Build, lead, and mentor a geographically distributed sales team across North America.
  • Establish clear performance expectations, coaching rhythms, and accountability standards aligned with enterprise and public-sector selling.
  • Define and manage activity expectations, including specific goals for prospecting activity, pipeline creation, client meetings, and travel.
  • Implement disciplined activity management practices to drive consistent pipeline generation and sales execution.
  • Recruit and develop sales leaders and individual contributors with proven success in complex, procurement-driven environments.
  • Foster a disciplined, customer-centric sales culture focused on long-term partnerships over transactional wins.
• Sales Execution & Public-Sector Engagement
  • Lead and oversee enterprise-level sales cycles involving public agencies, school districts, municipalities, and transportation authorities.
  • Navigate complex procurement processes including RFPs, RFIs, cooperative purchasing agreements, budget cycles, and multi-layer approvals.
  • Build trusted relationships with senior decision-makers, administrators, operations leaders, and technical stakeholders.
  • Partner closely with Client Support and Customer Success to ensure strong handoffs, renewals, and expansion opportunities.
  • Represent FASTER with executive presence at customer meetings, industry events, and public-sector forums.
• Revenue Management & Operations
  • Own and deliver quarterly and annual revenue targets.
  • Implement disciplined pipeline management, forecasting, and reporting practices appropriate for long-cycle public-sector sales.
  • Use data and analytics to identify bottlenecks, improve deal velocity, and drive predictable outcomes.
  • Collaborate with business unit leadership on pricing strategy, contract structure, and deal governance within public procurement frameworks.
  • Maintain deep awareness of market trends, regulatory considerations, and competitive positioning.

Qualifications

• Bachelor’s degree required; MBA or equivalent preferred.
• 7+ years of progressive sales leadership experience in enterprise SaaS, with significant focus on government, public-sector, education, or highly regulated markets.
• Demonstrated success selling enterprise software into public-sector organizations, including experience with formal procurement processes and long sales cycles.
• Proven ability to consistently meet or exceed revenue targets.
• Experience building and scaling high-performing sales teams in distributed environments.
• Strong strategic mindset paired with hands-on execution capability.
• Exceptional communication, negotiation, and executive-level presentation skills.
• Ability to collaborate cross-functionally and influence without authority.
• A mission-driven, growth-oriented leadership style aligned with FASTER’s culture.

Benefits

• Collaborative, purpose-driven team within the Transit Technologies family.
• Opportunity to shape sales strategy and build durable government partnerships.
• Make a meaningful difference in how transportation organizations operate across North America.