Strategic Sales Director

Strategic Sales Director – K-12 & Passenger Services (PAX)

Location: Remote – Preferred to be based on New York, Philadelphia, Indianapolis or Columbus metro areas.
Employment Type: Full-Time | Remote

About the Role

The Strategic Sales Director will drive new business growth within the passenger services (PAX) sector, with a primary focus on K-12 school districts and public transit fleets. This is a hunter role 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 Zonar's solutions as a trusted partner in 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 expand our enterprise customer portfolio.

Key Responsibilities

• 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 — including 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 management teams to ensure smooth handoffs and long-term account growth.

• Provide accurate forecasting, pipeline updates, and market intelligence to senior leadership.

• Travel within the assigned territory as needed to meet with prospective customers and attend industry events.

Qualifications

• 10+ years of quota-carrying SaaS or technology sales experience in a B2B environment, with a demonstrated focus on new logo acquisition.

• Proven 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).

• Demonstrated track record of closing complex enterprise deals in long-cycle, multi-stakeholder environments.

• Strong executive presence with excellent communication, negotiation, and presentation skills.

• Ability to navigate government procurement processes and public-sector buying cycles.

• Willingness to travel within the assigned Northeast territory as needed.

Compensation & Benefits

• Base Salary: $95.000 – $120,000/year + commission

• Benefits: View Zonar Careers & Benefits

This is a remote position. Candidates must be based in the United States.