Commercial Development Lead - Transportation Sales

Accountabilities: Identify, prospect, and develop new business opportunities across State Departments of Transportation throughout the Western United States. Build and manage a comprehensive territory plan, prioritizing target agencies, tracking engagement, and identifying realistic opportunities for growth. Establish and strengthen revenue-generating relationships with state transportation agencies and key public sector stakeholders. Clearly communicate and demonstrate the value of geospatial solutions, including street-level imagery, LiDAR, software, and asset extraction services. Develop and maintain a healthy sales pipeline, ensuring accurate, transparent forecasting and consistent opportunity management. Own the full sales cycle, from initial prospecting and relationship development through requirements scoping, procurement, negotiation, and contract award. Lead and contribute to proposal development for competitive bids, ensuring submissions address agency requirements and demonstrate clear value. Navigate public sector purchasing processes, including RFPs, RFIs, cooperative contracts, and sole-source justifications. Maintain a strong understanding of industry trends, government funding sources, budget cycles, and public procurement timelines. Collaborate with Solution Engineering and technical teams to develop tailored proposals and solutions aligned with agency needs. Use CRM platforms and other business resources effectively to manage opportunities, monitor progress, and drive revenue. Contribute to the development of commercial strategies, sales processes, territory plans, and best practices. Build industry visibility and professional relationships through organizations and associations such as AASHTO, WASHTO, and TRB. Plan and participate in industry events, including exhibitions, sponsorships, speaking engagements, webinars, and targeted customer meetings. Take initiative in identifying creative routes to market and converting complex opportunities into sustainable revenue. Requirements: At least 10 years of experience working within or alongside State Departments of Transportation, with approximately 15 years considered ideal. Direct experience with DOT organizations and established relationships across the Western United States that can support immediate business development. Demonstrated success opening and winning new accounts in long-cycle, relationship-driven public sector markets. Strong ability to manage complex sales processes and close opportunities while maintaining trusted, consultative relationships with agency stakeholders. Patience and persistence in managing extended sales cycles, typically 18 months to 2 years and sometimes 4 years or longer. Based in the Western United States near a major airport, or willing to relocate to the region. Locations near Denver, Phoenix, or Salt Lake City are preferred; Kansas City may also be considered. Willingness and ability to travel frequently throughout the region, recognizing the importance of in-person engagement and relationship building. Experience working for a national engineering or infrastructure consulting firm with a relationship-led business development model is preferred. Familiarity with geospatial technologies and data, including imagery, LiDAR, GIS, and asset extraction, and their practical applications within transportation agencies, is an advantage. Excellent presentation, negotiation, research, listening, and prospect qualification skills. Strong written, verbal, and interpersonal communication abilities. Ability to independently organize, prioritize, and manage a complex territory within a small, senior team. Highly motivated, commercially driven, and collaborative, with a positive attitude and genuine enthusiasm for building a business. Benefits: Medical, dental, and vision insurance, including domestic partner coverage. 401(k) retirement plan with company matching. Life and disability insurance. Paid time off, including birthday leave and holidays. Employee assistance program. Collaborative and supportive team environment. Opportunity to contribute to solutions that support safer, greener, and more accessible transportation infrastructure.