Senior Sales Manager

CESNA GROUP is seeking a Senior Sales Manager to drive business development and sales execution for farebox and revenue collection solutions serving transit agencies across the United States. This onsite role in Vienna, VA focuses on building agency relationships and owning long-cycle B2G opportunities from early identification through contract close.

The ideal candidate brings 7+ years of proven sales experience in the U.S. transit farebox or fare collection market, with a track record selling to public transit agencies and navigating procurement processes.

Role Overview

• Lead sales activities for farebox and fare collection solutions in the U.S. transit market
• Develop and manage relationships with public transit agencies, authorities, and operators
• Manage the full sales cycle, including opportunity identification, proposal development, pricing, negotiation, and contract close
• Coordinate with engineering, operations, and partners to deliver compliant solutions
• Provide market intelligence and competitive insights to leadership

Requirements

• 7+ years of sales experience in farebox, fare collection, or transit revenue systems
• Proven experience selling to U.S. public transit agencies
• Strong understanding of farebox hardware, AFC systems, and transit procurement processes
• Demonstrated success responding to RFP, RFQ, or IFB processes
• Ability to work independently and manage complex, long-cycle B2G sales
• Excellent communication and negotiation skills
• Willingness to travel within the U.S.

Preferred Qualifications

• Prior experience at companies such as Genfare, Cubic, INIT, Conduent, Trapeze, or similar
• Experience with FTA requirements, Buy America, and DBE considerations
• Familiarity with integrated fare systems (farebox plus validator plus back office)

Benefits

• Comprehensive health insurance
• 401K
• PTO

Location: Vienna, VA (onsite)

Experience: 7+ years