At Lyft, our purpose is to serve and connect. We aim to achieve this by cultivating a work environment where all team members belong and have the opportunity to thrive. With Lyft Business, sales isn't a script you follow. It's a problem you solve in real time. As Business Associate for Lyft Business, you'll drive growth and expansion within your existing book of business in a market where transportation touches nearly every part of daily life. Success here isn't just about closing deals; it's about the judgment to identify where your time has the biggest return, and the strategic thinking to advise each client like a trusted partner as you grow their business with us. This job rewards people who think critically about where to focus their energy. Priorities will evolve, systems are still maturing, and you won't always have a playbook for every situation, but you'll have the experience and confidence to navigate ambiguity and make an impact as we figure it out. The people who thrive here are the ones who are resourceful, hard to rattle, and genuinely motivated by finding the right product fit for a client, especially when a conversation gets complex or unexpected. You'll focus on expanding and deepening relationships with small and mid-sized businesses, becoming a Lyft product expert who can efficiently resolve common support issues and guide clients through solutions that fit their needs. In this hybrid role, you will balance inbound and outbound outreach, but with a sharper eye toward prioritization: identifying key decision makers and influencers within your top accounts, and focusing your energy where it will drive the most growth. You're the hunter and the farmer, now with the experience to know which fields are worth tending. You'll be part of a driven, tight-knit sales team that's laser-focused on winning and growing business. We're looking for people who know how to apply critical thinking and strong judgment around ROI, work well with cross-functional partners, and help clients get the most out of what Lyft Business has to offer. ## Responsibilities: * Consistently demonstrate ownership of the expansion of your book of business, identifying key decision makers and influencers within top accounts to drive growth. * Apply critical thinking to focus your time and identify new opportunities within your existing book of business. * Build confidence and navigate slightly challenging client conversations as you grow into a Lyft product expert who can efficiently solve common support issues. * Leverage AI to research inbound and outbound prospects' businesses, tailoring messaging and refining pitch delivery based on what you find. * Run well-structured sales meetings with a predefined goal, thorough discovery, and alignment on next steps before ending the call with enough confidence in the content to veer off script and ask deeper discovery questions. * Navigate sales meetings with confidence and grace, handling surprises and qualifying opportunities through advanced questioning. * Keep Salesforce as your source of truth, and go a step further by creating your own data and reporting to track progress against your book of business. * Maintain an advanced understanding of Lyft's internal systems and how to work effectively with cross-functional teams. * Clearly articulate complex issues verbally and in writing, providing relevant context, recommendations, and outstanding questions to guide resolution with the ability to adjust your communication style across audiences and circumstances to achieve desired outcomes. ## Experience: * Minimum 3+ years of experience in sales, account management, or business development, with a track record of managing and growing an existing book of business. * Proven experience in a quota-carrying role with a track record of meeting or exceeding revenue targets. * You've moved past the basics and are learning how to assess opportunities and prioritize your time for maximum impact. * Creative thinking to develop innovative solutions that overcome challenges and objections. * Strong pipeline management skills with attention to detail and forecast accuracy. * Excellent negotiation skills and ability to navigate complex deal structures. * Experience developing an account prioritization framework and contact identification strategies for a top-accounts portfolio. * Ability to qualify opportunities with advanced questioning, and confidently navigate challenging or unexpected client conversations. ## Benefits: * Great medical, dental, and vision insurance options with additional programs available when enrolled * Mental health benefits * Family building benefits * Child care and pet benefits * 401(k) plan with company match to help save for your future * In addition to 12 observed holidays, salaried team members have discretionary paid time off, hourly team members have 15 days paid time off * 18 weeks of paid parental leave. Biological, adoptive, and foster parents are all eligible * Subsidized commuter benefits * Monthly Lyft credits and complimentary Lyft Pink membership Lyft is an equal opportunity employer committed to an inclusive workplace that fosters belonging. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, age, genetic information, or any other basis prohibited by law. We also consider qualified applicants with criminal histories consistent with applicable federal, state and local law. *Lyft highly values having employees working in-office to foster a collaborative work environment and company culture. This role will be in-office on a hybrid schedule — Team Members will be expected to work in the office 3 days per week on Mondays, Wednesdays, and Thursdays. Lyft considers working in the office at least 3 days per week to be an essential function of this hybrid role. Your recruiter can share more information about the various in-office perks Lyft offers. Additionally, hybrid roles have the flexibility to work from anywhere for up to 4 weeks per year. #Hybrid* The expected base pay range for this position in the San Francisco area is $81,000 - $101,250, not inclusive of potential equity offering, bonus or benefits. Salary ranges are dependent on a variety of factors, including qualifications, experience and geographic location. Your recruiter can share more information about the salary range specific to your working location and other factors during the hiring process.