Sean Walcott
San Diego
Summary
Accomplished sales professional specializing in public transit technology, with a focus on strategic account management and pipeline generation. Track record of leading successful go-to-market strategies that have resulted in significant revenue growth and improved client engagement.
Overview
12
12
years of professional experience
1
1
Certification
Work History
Vice President, Transit Solutions
Radix
San Diego
10.2025 - 04.2026
- Developed pipeline and secured expansion opportunities in U.S. transit market for digital services.
- Streamlined Radix's transit consulting services into clear, repeatable offerings to enhance go-to-market strategy.
Director of Sales Operations
Masabi
San Diego
07.2023 - 05.2025
- Redefined the sales process and implemented Shipley-aligned gate reviews, established capture plans, and elevated proposal quality directly contributing to winning strategic tier one deals.
- Owned sales and forecasting processes, partnering with CRO for board-level reporting.
- Conducted whitespace analysis across global accounts, identifying upsell and expansion opportunities that shaped Masabi's FY growth strategy and restructured the account management function.
Account Manager
Vontas
San Diego
04.2021 - 06.2023
- Achieved 141% of 2022 quota, generating $4.4M in net revenue ($12M total contract value), and accounting for 35% of total company sales on a team of 8.
- Managed portfolio of 12 public transit agencies, including VIA San Antonio, Fresno Area Express, and Oahu Transit Services, overseeing executive relationships, contract negotiations, and renewal and upsell strategy.
- Led the account management team through a structured whitespace analysis and monthly client reviews, directly uncovering growth opportunities and driving system upgrade adoption across the portfolio.
- Facilitated retention of high-risk accounts, achieving turnaround at Fresno Area Express through strategic repositioning and stakeholder alignment, securing major upgrade deal.
- Earned President's Club recognition annually for top performance; collaborated cross-functionally with Product, Engineering, and Professional Services to fulfill complex agency commitments.
Business Development Manager
Cubic Transportation Systems
San Diego
09.2018 - 03.2021
- Spearheaded go-to-market strategy for Cubic's TouchPass solution, defining pricing models and value propositions, and closed $7M in contract value that supported the $44M acquisition of Delerrok.
- Managed Delerrok partnership, overseeing governance and pipeline development while providing product gap input to engineering.
- Developed proposal templates and internal bid processes, enhancing consistency and competitive storytelling in AFC, CMS, and NextBus RFP responses.
- Standardized sales enablement tools (Salesforce, Smartsheet, Slack), connecting marketing, FP&A, and technical teams.
Sr. Business Analyst - Leadership Development Program
Cubic Transportation Systems
San Diego
04.2017 - 08.2018
- Selected for Cubic's leadership development program, completing strategic rotations in financial planning, product management, and customer success to gain comprehensive business insight.
- Contributed to Cubic's five-year business plan and participated in executive off-site sessions, enhancing strategic planning skills through direct exposure to C-level decision-making.
- Led a nationwide UX research project on CAD/AVL features, conducting customer interviews and synthesizing findings to inform product design and investment priorities.
- Managed cross-functional response for Toronto Transit Commission, resolving data outage over a weekend to maintain operational continuity and uphold agency trust.
Account Manager
moovel
San Diego
06.2014 - 03.2017
- Secured two new agency opportunities with total contract value $1.75M and led implementation of a third, including San Diego MTS, directing RFP strategy, deployment, and product delivery.
- Served as strategic point of contact for internal teams and agency leadership, ensuring operational readiness, solution fit, and account health.
- Managed customer lifecycle from RFP response to post-launch success, ensuring alignment with growth and acquisition strategies by Daimler.
Certification
- Salesloft Associate Administrator, 04/24
- Microsoft Azure Fundamentals, 05/24
Timeline
Vice President, Transit Solutions
Radix
10.2025 - 04.2026
Director of Sales Operations
Masabi
07.2023 - 05.2025
Account Manager
Vontas
04.2021 - 06.2023
Business Development Manager
Cubic Transportation Systems
09.2018 - 03.2021
Sr. Business Analyst - Leadership Development Program
Cubic Transportation Systems
04.2017 - 08.2018
Account Manager
moovel
06.2014 - 03.2017