Strategic Account Executive – SaaS Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the entire sales cycle for Zūm's SaaS products.

• Offer self-operated districts AI-driven routing, real-time visibility of vehicles and students, along with tools that enhance on-time performance and communication with parents and students.

• Cultivate trusted relationships with transportation directors, superintendents, and district technology teams.

• Navigate customers through intricate, multi-stakeholder public-sector purchasing processes.

• Manage the territory from the initial conversation to the signed contract.

• Create account plans that identify district decision-makers, influencers, budget timelines, and procurement pathways.

• Identify, develop, and finalize new district opportunities while achieving or surpassing quarterly and annual sales targets.

• Conduct discovery sessions and customized demonstrations of Zūm CMX.

• Maintain a robust, well-documented sales pipeline and accurate CRM forecasts.

• Advise potential customers using comprehensive knowledge of industry trends.

• Share insights about customers and competitors across Sales, Marketing, Product, and Legal teams.

• Respond to and shape requests for proposals (RFPs), requests for quotations (RFQs), and proposals.

• Collaborate with Product, Solutions, Legal, and Finance teams on pricing and contract structures.

• Represent Zūm at national and state education and transportation conferences.

• Establish a solid reference network within the territory.

• Report directly to the Vice President of SaaS Sales.

⛳️ Requirements

• A minimum of 5 years of B2B SaaS sales experience, preferably as a strategic or enterprise Account Executive.

• Proven track record of closing six-figure and multi-year contracts while consistently achieving sales quotas.

• Direct experience in selling technology or services to K-12 school districts or other public-sector clients.

• Familiarity with RFPs, cooperative purchasing, and board approval processes.

• Experience in school transportation is advantageous.

• Demonstrated ability to manage complex sales cycles involving multiple stakeholders.

• Excellent written and verbal communication skills, particularly in consultative selling, presentations, and negotiations.

• Strong analytical and creative problem-solving skills.

• Capability to engage effectively in meetings with senior officials and day-to-day operators.

• Ability to articulate thought leadership in the transportation sector.

• Self-motivated entrepreneur comfortable with travel within the designated territory.

• Passion for enhancing students' daily transportation experiences to school.

• Enthusiasm for working in a rapidly growing and dynamic environment.

🏝️ Benefits

• Medical.

• Dental.

• Vision.

• 401(k).

• Holidays.

• Wellness.

• Vacation.

• Additional compensation may include equity or commissions.