Strategic Sales Director | Passenger Services; K-12 & Transit Fleets

The Strategic Sales Director will drive new business growth within the passenger services (PAX) sector, with a strong focus on K-12 school districts and public transit fleets. This hunter role is responsible for enterprise prospecting, pipeline development, and closing net-new logos across government and fleet-based organizations.

Leveraging experience engaging senior executives and public‑sector stakeholders, you will open doors, build strategic relationships, and position our solutions as a trusted partner supporting safety, compliance, routing, and operational efficiency. By developing a deep understanding of fleet and mobility challenges, you will champion our telematics and software capabilities and bring new enterprise customers into the portfolio.

• Develop and execute territory and account‑based sales strategies to achieve new business revenue targets across K‑12 and transit fleet organizations.
• Identify, prospect, and close net‑new enterprise opportunities within the passenger services (PAX) market.
• Build and maintain a strong pipeline through outbound outreach, industry networking, and government procurement channels.
• Lead discovery conversations with senior decision‑makers (transportation directors, operations leaders, superintendents, and municipal stakeholders).
• Own the full sales cycle from prospecting through negotiation, contracting, and close.
• Collaborate with product management, marketing, and engineering to align solutions with customer fleet and operational needs.
• Leverage industry insights and competitive intelligence to identify opportunities within fleet telematics, routing, and compliance solutions.
• Partner with customer success and account teams to ensure smooth handoffs and long‑term account growth.
• Provide accurate forecasting, pipeline updates, and market intelligence to senior leadership.
• Travel as needed to meet with prospective customers and attend industry events.

• 10+ years of quota‑carrying SaaS or technology sales experience in a B2B environment, with a strong focus on new logo acquisition.
• Experience selling into K‑12 school districts, public sector, or government transportation organizations strongly preferred.
• Fleet telematics, routing software, or transportation technology experience highly desirable.
• Bachelor’s degree in Business or a related field (or equivalent experience).
• Proven track record of closing complex enterprise deals in long sales‑cycle environments.
• Strong executive presence with excellent communication, negotiation, and presentation skills.
• Ability to navigate government procurement processes and multi‑stakeholder organizations.
• Willingness to travel within assigned territories as needed.

110k - 120k/yr + commission

Careers | Zonar

This is a remote position and must be based in US.

Territory:
California/West Coast