About Circuit

Circuit is the leading provider of all-electric microtransit and community mobility services. We partner with cities, counties, business improvement districts, transit agencies, developers, hotels, and private organizations to deliver sustainable, right-sized transportation programs that reduce congestion, improve access, and strengthen local communities.

Our model combines electric vehicles, professional W-2 Driver Ambassadors, in-house operations, technology, data reporting, and customer support into a fully managed mobility solution. We are expanding our presence across California and are looking for a senior commercial leader to help grow our footprint across Southern California, from Los Angeles through Orange County and San Diego.

About the role

The Senior Account Director, Southern California is a senior individual-contributor sales role responsible for driving new revenue across public-sector and private-sector transportation opportunities in one of Circuit’s most important growth regions.

This role is ideal for an experienced transportation, mobility, infrastructure, or government-services seller who understands how to manage complex public-sector sales cycles, build relationships with local governments, navigate procurement, and convert regional momentum into durable, multi-account growth.

The right candidate will be comfortable selling to cities, counties, transit agencies, BIDs, CRAs, developers, hotels, employers, and other organizations that need modern, sustainable transportation solutions. They will be responsible for building pipeline, managing strategic accounts, responding to RFPs, developing unsolicited opportunities, and closing high-value contracts.

Key Responsibilities

Southern California Market Growth

• Own revenue growth across Southern California, with a focus on Los Angeles, Orange County, San Diego, and surrounding cities and districts.
• Identify and pursue high-fit public-sector opportunities with cities, counties, transit agencies, BIDs, DDAs, CRAs, and regional mobility organizations.
• Build a territory strategy around markets with strong fit signals, including microtransit studies, grant funding, transit deserts, congestion, parking constraints, carbon-reduction goals, and existing transportation gaps.
• Convert single-city wins into broader regional clusters by targeting adjacent cities, districts, agencies, private developments, hotels, and institutional partners.
• Maintain a disciplined target-account strategy in HubSpot, with clear prioritization, next steps, stakeholder mapping, and pipeline visibility.

New Business Development

• Drive new logo sales across multiple transportation use cases, including:
• On-demand microtransit
• Fixed-route community shuttles
• First-mile / last-mile transit connections
• Senior transportation and community mobility
• Hotel, resort, and guest transportation
• Mixed-use and real estate developer mobility programs
• Employee, campus, and private shuttle services
• Special event and parking shuttle programs
• Develop account-specific strategies based on each prospect’s funding sources, operational needs, political priorities, and procurement path.
• Proactively source opportunities through outbound outreach, relationship-building, conferences, referrals, grant tracking, and local market intelligence.

Public-Sector Sales Execution

• Manage complex, multi-stakeholder sales cycles involving city managers, transportation directors, planners, elected officials, parking managers, procurement teams, economic development leaders, and regional agencies.
• Navigate public-sector procurement paths, including RFPs, RFIs, sole-source opportunities, piggyback contracts, cooperative purchasing, pilots, and direct procurement.
• Work cross-functionally with Operations, Finance, Marketing, Customer Success, and leadership to ensure proposed deals are operationally feasible, profitable, and strategically aligned.
• Lead RFP strategy, proposal development, presentations, interviews, and follow-up activities in partnership with internal teams.

Strategic Market Creation

• Identify anchor accounts that can create credibility and unlock additional regional opportunities.
• Build strong local relationships with transportation consultants, planning firms, mobility advocates, business associations, and public-sector influencers.
• Help position Circuit as the go-to electric microtransit partner for Southern California communities seeking modern, sustainable, right-sized mobility.
• Develop partnerships with complementary operators or organizations where Circuit can provide a value-added electric microtransit layer.

Pipeline Discipline & Forecasting

• Maintain clean, accurate, and current HubSpot records for all accounts, contacts, activities, deal stages, close dates, next steps, and forecast categories.
• Build and manage a balanced pipeline of near-term opportunities, mid-term public-sector pursuits, and long-term strategic accounts.
• Meet or exceed monthly activity and pipeline expectations, including qualified opportunities added, discovery calls, target-account touchpoints, and strategic partner meetings.
• Provide accurate revenue forecasts and communicate risks, blockers, and support needs early.

Qualifications

• 8+ years of B2B, B2G, transportation, mobility, infrastructure, government-services, or consultative sales experience.
• Proven track record closing complex deals with public-sector or highly regulated buyers.
• Experience selling to cities, counties, transit agencies, municipalities, transportation departments, parking agencies, developers, or similar stakeholders.
• Strong understanding of public-sector procurement, including RFPs, RFIs, sole-source justifications, piggybacking, cooperative purchasing, and multi-stakeholder decision-making.
• Experience in transit, mobility, transportation operations, EV infrastructure, parking, shuttle services, microtransit, government technology, or infrastructure services strongly preferred.
• Ability to create demand proactively, not simply respond to inbound leads or published RFPs.
• Strong executive presence and ability to communicate with city managers, elected officials, agency leaders, developers, hotel operators, and internal leadership.
• Highly organized and disciplined with CRM management, follow-up, and forecasting.
• Comfortable operating in a fast-growing, entrepreneurial environment where the playbook is improving but not always fully built.
• Located in Southern California, ideally between Los Angeles and San Diego, with willingness to travel throughout the region as needed.

What Success Looks Like

• Building a high-quality California pipeline across cities, counties, agencies, BIDs, developers, hotels, and private-sector accounts.
• Securing new anchor accounts that become referenceable wins for the region.
• Converting regional momentum into clustered growth across adjacent communities and private-sector opportunities.
• Developing strong relationships with public-sector decision-makers, transit leaders, consultants, and local influencers.
• Consistently maintaining clean pipeline data, accurate forecasts, and clear account strategies.
• Closing profitable, operationally sound deals that expand Circuit’s Southern California footprint.
• Becoming a trusted strategic partner to customers while driving meaningful revenue growth.

Ideal Candidate Profile

This candidate has already sold into public-sector or transportation markets and knows how to manage long, complex sales cycles. They are strategic, organized, consultative, and comfortable balancing RFP-driven opportunities with proactive account-based selling. They understand that successful transit sales require relationship development, procurement discipline, local credibility, and strong internal coordination.