Commercial Development Lead - Transportation Sales, West

Accountabilities: As Commercial Development Lead, you will own business development activities across your assigned Western territory, building relationships with public agencies and converting strategic opportunities into sustainable revenue. Your responsibilities will include: Identify, prospect, and develop new business opportunities across State Departments of Transportation in the Western United States. Build and manage a comprehensive territory plan, prioritizing target agencies, tracking engagement, and identifying potential opportunities. Present and communicate the value of geospatial solutions, including LiDAR, street-level imagery, software, and asset extraction services. Develop, maintain, and manage a healthy sales pipeline, ensuring accurate forecasting and opportunity tracking. Lead the entire sales cycle, from initial customer conversations and opportunity qualification through solution scoping, procurement, negotiations, and contract award. Participate in and lead proposal development initiatives for competitive bids and new business opportunities. Understand industry trends, government funding sources, budget cycles, and public procurement processes, including RFPs, RFIs, cooperative contracts, and sole-source justifications. Contribute to commercial strategies, business development plans, sales processes, and best practices. Collaborate with Solution Engineering and technical teams to develop tailored proposals that address agency requirements and business objectives. Leverage CRM platforms and other available resources to manage opportunities, monitor sales activities, and drive revenue growth. Maintain up-to-date market knowledge through professional development and engagement with industry organizations such as AASHTO, WASHTO, and TRB. Organize and participate in industry events, including exhibitions, sponsorships, speaking engagements, webinars, and targeted customer meetings. Take initiative, demonstrate resourcefulness, and identify creative approaches to generating new revenue opportunities. Requirements The ideal candidate brings extensive experience in the transportation and public infrastructure sectors, with a strong track record of developing new business and building trusted relationships with government agencies. You should demonstrate: At least 10 years of experience working within or alongside State Departments of Transportation, with approximately 15 years preferred. Direct DOT experience and established professional relationships that can support immediate business development efforts, particularly across the Western United States. Proven success opening and winning new accounts in complex, long-cycle, relationship-driven public sector sales environments. Demonstrated ability to close business while maintaining consultative, trusted-advisor relationships with government agencies. Patience and persistence in managing extended sales cycles, typically lasting 18 months to two years and sometimes four years or longer. Residence in the Western United States, ideally near a major airport such as Denver, Phoenix, or Salt Lake City. Kansas City may also be considered, with willingness to relocate to the region where necessary. Willingness and enthusiasm to travel frequently throughout the assigned territory and build relationships through face-to-face customer engagement. Experience working for a national engineering or infrastructure consulting firm with a relationship-based business development model is preferred. Working knowledge of geospatial technologies, including imagery, LiDAR, GIS, and asset extraction, as well as their applications within transportation agencies, is preferred. Strong presentation, negotiation, research, listening, and prospect qualification skills. Excellent written and verbal communication and interpersonal abilities. Strong organizational skills and the ability to manage competing priorities while working independently within a small, senior team. A proactive, highly motivated, and collaborative mindset, with a positive attitude and genuine enthusiasm for building and growing a business. Benefits Affordable medical, dental, and vision insurance, including domestic partner coverage. 401(k) retirement plan with employer matching contributions. Life and disability insurance coverage. Paid time off, including birthday leave and holidays. Employee Assistance Program. Collaborative and supportive team environment. Opportunity to contribute to safer, greener, and more sustainable transportation infrastructure through innovative technology solutions.