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

10+ years of quota-carrying SaaS or technology sales experience in a B2B environment
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

Strategic Sales Director

Key skills