What are the responsibilities and job description for the Vice President of Sales position at The Routing Company (TRC)?
Location: Phoenix, AZ (preferred)
Founded by MIT researchers and rideshare industry veterans, The Routing Company (TRC) is a global on-demand vehicle routing and management platform that partners with cities to power the future of public transit. Leveraging proprietary and unrivalled artificial intelligence, TRC delivers routing from multiple points of demand to one vehicle while enabling greater transit equity, accessibility, cost efficiency, and sustainability.
Its leading product, the Pingo™ platform, efficiently schedules on-demand or advance trip requests across on-demand, flex, fixed, shuttle, or paratransit services. To date, TRC has powered over 3M passenger trips across 50 global deployments. Recently, TRC entered into a non-exclusive technology license agreement with Zoox, advancing our strategy to drive growth through both transit partnerships and technology licensing.
You’ll have the opportunity to directly shape the future of public transit and cutting-edge transportation technology. This role offers a rare blend of strategic leadership and tactical execution, with the chance to work on industry-defining deals across global markets.
TRC is seeking a Vice President of Sales to lead and expand our revenue growth across two core business lines:
- Transit Sales – Own and grow sales to transit agencies and fleet operators across on-demand, fixed, flex, and paratransit services.
- Technology Licensing – Following our recent technology licensing deal with Zoox, drive new business development opportunities across autonomous, shipping, and delivery sectors.
This is a senior leadership role with a hands-on mandate: we’re looking for someone eager to both shape strategy and directly close deals.
This role has the potential to grow into a President role given performance.
- Own the development and execution of our sales strategy that drives revenue growth across both transit and technology licensing.
- Develop and manage strategic partnerships that expand TRC’s reach into new markets and verticals.
- Build and maintain strong relationships with government leaders, transit executives, and technology innovators in the transportation space
- Act as a thought leader in the transportation and mobility industry, representing TRC at conferences, panels, and media opportunities.
- Be a subject matter expert in TRC’s products and effectively communicate their value to diverse audiences.
- Support the Director of Customer Success on contract renewals, referrals, and expansions.
- Provide market insights to inform product development, pricing strategy, and positioning.
- Build, manage, and optimize a predictable sales pipeline
- Develop, implement, and optimize scalable sales processes to hit our sales goals faster
- Own and drive revenue forecasting, sales metrics, and reporting to the team and Board
- Recruit and develop a high-performing sales team as the business scales.
- Proven experience (10 years) in a senior sales leadership role, ideally in Enterprise sales – experience with complex sales cycles
- Demonstrated track record of exceeding sales and revenue goals.
- Exceptional communication, presentation, and negotiation skills; confident being the external face of a company.
- Experience translating complex technologies and missions into compelling stories for customers, partners, and media.
- Experience building high performing sales teams and processes from the ground up.
- Entrepreneurial mindset with the ability to thrive in a fast-paced, evolving environment.
- Strong leadership skills with the ability to motivate and align cross-functional teams.
- Experience leveraging data and analytics to inform decision making and optimize sales performance.