As a Sales Manager BtoCities, you will join pony’s Expansion Team and work in close collaboration with Guillem, our Head of Expansion.

At the heart of pony’s growth, the team builds and scales long-term partnerships with cities, positioning pony not just as a mobility service, but as a trusted public partner.

You will play a critical role in convincing more cities to select and establish pony as their scooter/bike-sharing operator. You will own the acquisition of new city contracts in France.

You will own the full sales cycle by prospecting target municipalities, building solid long lasting relations, managing sales cycles, and winning competitive RFPs.

This role sits at the crossroad of sales, public affairs engaging with elected officials and technical teams to create, and convert opportunities into signed city contracts, with a direct impact on pony’s growth.

Missions

• Win new city contracts: drive new city acquisitions end-to-end, secure new city license in France, from proactive prospecting to contract signature.

• Lead RFP strategy and execution: own the end-to-end management of RFP responses, including strategy, coordination, and final submission.

• Develop high-level public relationships: build and maintain relationships with key French public stakeholders: mayors, elected officials, senior civil servants, and technical mobility teams.

• Structure and nurture long sales cycles: ensure consistent, high-quality touch points with prospects to keep them informed and engaged. Work closely with the marketing team to deliver relevant touch points and ensure pony stays top-of-mind throughout long sales cycles.

• Own and manage the sales pipeline: Structure, qualify, and monitor all opportunities in the CRM. Keep it rigorously up to date, prioritise prospects effectively, and provide regular reporting on pipeline status and expected timelines.

Educational background: Master’s degree from a top business school or Sciences Po

Professional experience: 1+ year experience in a commercial setting; with an interest in politics or urban mobility is a strong plus.

Commercial skills: Ability to lead responses to highly competitive tenders. Manage long sales cycles, overcome objections constructively, and maintain momentum through complex decision processes.

Relationship-building: Ability to develop trust-based relationships with public-sector stakeholders and navigate institutional environments.

Communication: Strong verbal and written communication skills; comfortable presenting pony’s offer to diverse public audiences.

Ambition: A strong drive to win, outperform the competition, and make pony the market leader.

Ownership: Take responsibility for opportunities from first contact to closing.

• Initial call with Laura, HR: a 30-minute conversation to align on expectations

• Culture fit test: A short written exercise (10 minutes) to assess alignment with our values

• Case study & Manager interview with Guillem, Head of Expansion ****a hands-on exercise to assess your technical skills, followed by a discussion to present your results and go deeper into the role and expectations.

• Founders meeting: A final conversation with the founders to dive into vision, motivations, and team fit