Strategic Sales Director – K-12 Transportation, Passenger Services

This is a fully remote position, open to applicants in New Jersey, +3 more states.

📋 Description

• Develop and implement territory and account-focused sales strategies to achieve new business revenue objectives across K-12 transportation organizations and public transit fleets.

• Identify, target, and secure new enterprise opportunities within the passenger transportation sector.

• Build and sustain a strong pipeline through proactive prospecting, industry networking, referrals, conferences, and government procurement avenues.

• Lead exploratory discussions with Transportation Directors, Fleet Directors, Maintenance Leaders, Operations Executives, Superintendents, and other pivotal decision-makers.

• Manage the complete sales cycle from prospecting and qualification to negotiation, contracting, and closure.

• Utilize industry knowledge to position routing, fleet management, telematics, safety, and compliance solutions to address significant customer challenges.

• Work in collaboration with Product, Marketing, Engineering, and Customer Success teams to ensure customer needs align with business solutions.

• Offer precise forecasting, pipeline management, market intelligence, and competitive analysis to leadership.

• Represent Zonar at industry associations, conferences, and customer events.

• Travel within the assigned territory as required.

⛳️ Requirements

• Over 10 years of quota-carrying sales experience in SaaS, software, or technology.

• Required: Direct experience in selling K-12 transportation routing software, student transportation technology, fleet management software, or similar transportation operations platforms.

• Experience with student transportation technology providers is highly preferred.

• Established connections with Transportation Directors, Fleet Directors, Maintenance Directors, and school transportation leadership teams are extremely desirable.

• Comprehensive understanding of student transportation operations, encompassing routing, scheduling, fleet maintenance, safety, compliance, and operational performance.

• Demonstrated success in consistently meeting quota and closing intricate enterprise deals in extended sales-cycle settings.

• Familiarity with public-sector procurement processes, RFPs, and multi-stakeholder purchasing cycles.

• Strong executive presence accompanied by excellent communication, presentation, negotiation, and relationship-building abilities.

• Bachelor’s degree in business, Marketing, or a related field, or equivalent professional experience.

• Willingness and ability to travel up to 75% as necessary.

🏝️ Benefits

• Paid time off

• Career growth

• Medical, dental & vision

• Remote working

• Paid leave for a new child

• Company events

• Life insurance