PayNearMe

Sales Manager – Tolling

PayNearMe

full-time

Posted on:

Origin:  • 🇺🇸 United States • California

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Salary

💰 $150,000 - $160,000 per year

Job Level

Mid-LevelSenior

About the role

  • We are seeking a high-performing, results-oriented Sales Manager with deep expertise in the tolling industry to lead and grow our tolling sales vertical. This player-coach role will manage a team of account executives while also maintaining individual sales responsibilities and meeting quota.
  • Drive Tolling-Specific Revenue Growth: Lead sales within the tolling space; build strategic relationships with public sector clients, tolling authorities, concessionaires, back office providers, and associated organizations. Consistently meet or exceed revenue goals; this is a quota-carrying role.
  • Team Management and Leadership: Manage, coach, and develop a team of account executives; establish clear performance metrics and provide ongoing feedback. Set team strategy and ensure execution through pipeline management, deal strategy sessions, and cross-functional collaboration.
  • Sales Execution: Own the entire sales cycle from prospecting to close for major tolling accounts. Leverage industry relationships, RFP/RFI processes, and public procurement channels to drive business.
  • Strategic Market Development: Identify and develop new tolling market opportunities through research, networking, and outbound engagement. Collaborate with product, marketing, and customer success to align messaging and influence product direction based on tolling-specific needs.
  • Cross-functional Leadership: Be the tolling SME within the broader sales organization; help guide the team’s understanding of client pain points and requirements. Coordinate closely with sales operations, solution engineering, and executive leadership.

Requirements

  • Recent experience in the tolling industry, with strong familiarity with tolling agencies, concessionaires, or related public sector stakeholders.
  • 5+ years of enterprise SaaS or technology sales experience, ideally selling complex or mission-critical solutions.
  • Proven track record as a quota-carrying sales professional, consistently meeting or exceeding revenue goals.
  • Experience managing or mentoring sales teams is preferred, though not required to have held a formal sales management title.
  • Demonstrated success working with government entities, tolling authorities, or similar stakeholders.
  • Familiarity with the procurement lifecycle in public sector sales (e.g., RFPs, RFIs, state purchasing processes).
  • Experience selling payment solutions into tolling environments is a plus.
  • Excellent verbal and written communication skills.
  • Comfortable in a fast-moving, remote-first environment.