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

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<p>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.</p><p>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</p><br><strong>Key Responsibilities and Duties: </strong><ul><li>Develop and execute territory and account-based sales strategies to achieve new business revenue targets across K-12 and transit fleet organizations.</li><li>Identify, prospect, and close net-new enterprise opportunities within the passenger services (PAX) market.</li><li>Build and maintain a strong pipeline through outbound outreach, industry networking, and government procurement channels.</li><li>Lead discovery conversations with senior decision-makers (transportation directors, operations leaders, superintendents, and municipal stakeholders).</li><li>Own the full sales cycle from prospecting through negotiation, contracting, and close.</li><li>Collaborate with product management, marketing, and engineering to align solutions with customer fleet and operational needs.</li><li>Leverage industry insights and competitive intelligence to identify opportunities within fleet telematics, routing, and compliance solutions.</li><li>Partner with customer success and account teams to ensure smooth handoffs and long-term account growth.</li><li>Provide accurate forecasting, pipeline updates, and market intelligence to senior leadership.</li><li>Travel as needed to meet with prospective customers and attend industry events.</li></ul><p><br><strong>Knowledge, Skills, and Abilities:</strong></p><ul><li>10+ years of quota-carrying SaaS or technology sales experience in a B2B environment, with a strong focus on new logo acquisition.</li><li>Experience selling into K-12 school districts, public sector, or government transportation organizations strongly preferred.</li><li>Fleet telematics, routing software, or transportation technology experience highly desirable.</li><li>Bachelor’s degree in Business or a related field (or equivalent experience).</li><li>Proven track record of closing complex enterprise deals in long sales-cycle environments.</li><li>Strong executive presence with excellent communication, negotiation, and presentation skills.</li><li>Ability to navigate government procurement processes and multi-stakeholder organizations.</li><li>Willingness to travel within assigned territories as needed.</li></ul><p><br>Base Salary: 110k - 120k/yr + commission <br>Benefits: <a href="https://www.zonarsystems.com/company/careers/">Careers | Zonar</a><br>​​This is a remote position and must be based in US<br>Territory: California/West Coast </p>

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