The Role
Lead US territory sales to local, state and federal government agencies for an AI-driven transport analytics platform. Source and close pilots and deployments, manage pipeline and forecasting, deliver demos/RFP responses, represent the company at events, and feed market insights to product and leadership to scale city rollouts.
Summary Generated by Built In
We are looking for a senior Territory Business Development Manager with experience selling into government and related agencies, based in the Northeast corridor of the US.
Salary: $100,000- $140,000 plus commission ($200,000-$260,000 OTE).
Reporting to: Mark Nicholson, CEO
Location: remote, based on the East Coast of the US.
Location: remote, based on the East Coast of the US.
We are a 60 person A.I. scale-up, with a presence in all major cities across the UK and a growing international presence in the US and APAC. We are looking for a Territory Business Development Manager to help make our vision of smarter, safer and more sustainable cities a reality.
Viva is building the decision layer for modern transport systems, combining privacy-first, AI-powered sensors with analytics to give cities a true network-wide understanding of how people and vehicles move. Rather than fragmented counts and one-off studies, we provide a continuous, multimodal “single source of truth” that helps transport teams plan safer streets, accelerate active travel, and make smarter investment decisions. We’re already deployed in thousands of locations globally, but the real shift is moving from data collection to actionable insight - partnering with forward-thinking cities to make sustainable transport the default, not the exception.
You can read more about our values and what it's like to work at VivaCity.
About the role:As the face of the business in the US, you will guide cities through their transition to a data-led, sustainability-centric mindset. You will work closely with our CEO & founder, and integrate deeply with our UK-based teams and International markets, in order to identify, develop, and close promising opportunities with US cities.
You will be generating new business as well as developing existing relationships, including with New York City DOT. Using a balance of consultative and challenger selling capabilities, you will build a network of relationships who trust your expertise and believe in our platform, and establish small deployments which lead to large-scale platform rollouts. Over time, you will also develop your thought leadership and engage with leading industry figures to create a positive, purpose driven perception of the Viva brand.
About you:You are a proven, results focused and collaborative sales professional. You have a passion and appetite for Smart Cities and sustainability in the built environment. Priority management, clarity of communication, and attention to detail are instrumental to your success in this role. You have the drive and motivation to work collaboratively and independently, and develop personable and respectful relationships with your clients, stakeholders and teammates. You have the ability and resilience to adapt, thrive on a challenge, and turn challenges into commercial opportunities. You will thrive on the rare opportunity to lead a market for a fast growth AI scale up.
What you'll be doing:
- Sourcing, developing and closing deals with local governments in select US states
- Identifying and closing small deals and pilots whilst managing longer, higher value and complex sales cycles
- Managing your leads and pipeline by the numbers, with focus and efficiency
- Forecasting monthly and quarterly new business
- Delivering an excellent client journey and customer buying experience;
- Putting together demos, pitches and RFP/RFIs;
- Representing Viva in marketing activity, including seminars and trade shows;
- Document and share market feedback and observations to inform strategy development and product roadmap
The support you will get:
- Marketing & lead generation support from our marketing team - though you will be expected to contribute to lead generation too
- Product managers, engineers and the CEO attending sales calls for developed opportunities
- Comprehensive onboarding in product, sales methodology, and sales operations
- Company immersion in the UK & International Markets including a visit to our manufacturing facility and a tour with our UK installation team
- Direct backing from the CEO and senior leadership who are committed to making our US expansion successful
What we need from you:
- Passion for sustainability & transport
- Strong pipeline and CRM hygiene, with a focus on hitting the numbers at all stages in the pipeline
- Excellent client engagement and presentation skills
- Negotiation and persuasion skills
- Minimum 3-5 years’ new business experience in the US, preferably with exposure to tech
- Minimum 1-2 years selling into Government agencies (Federal, State, Local)
- Comfortable working in a forward thinking environment that leverages advanced AI Tools to drive smarter decision making, accelerate productivity and maintain a competitive edge.
As an added bonus we’d also love to see:
- AI, Telemetry or SaaS selling experience
- RFP and tenders experience
- Expertise in the built environment, urban design, or transport
Skills Required
- Based on the East Coast / Northeast corridor of the US
- Minimum 3-5 years new business / sales experience in the US
- Minimum 1-2 years selling into government agencies (Federal, State, Local)
- Consultative and challenger selling capabilities
- Strong pipeline management and CRM hygiene, focused on hitting numbers
- Excellent client engagement, presentation and demo skills
- Negotiation and persuasion skills
- Passion for sustainability and transport
- Comfortable working with advanced AI tools and technology-driven workflows
- AI, Telemetry or SaaS selling experience
- RFP and tender experience
- Expertise in the built environment, urban design, or transport
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The Company
What We Do
At VivaCity we recognise that demands on our road networks and urban infrastructure are rapidly changing and that traditional traffic monitoring is outdated. To achieve Road Safety, Environmental and Active Travel targets, it’s essential that planning and decision-making is informed with high quality data insights. Utilising cutting edge AI-powered computer vision, our sensors capture anonymised multimodal data, designed to provide cities with the most accurate, reliable and scalable insights. Our technology is here to solve endemic problems and help cities achieve their policy goals and transport objectives. For more information please visit: www.vivacitylabs.com YouTube: https://www.youtube.com/@vivacity9667/videos Twitter: @VivacityLabs
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