Develop and execute territory and account-based sales strategies to achieve new business revenue targets across K-12 transportation organizations and public transit fleets
Identify, prospect, and close net-new enterprise opportunities within the passenger transportation market
Build and maintain a robust pipeline through outbound prospecting, industry networking, referrals, conferences, and government procurement channels
Lead discovery conversations with Transportation Directors, Fleet Directors, Maintenance Leaders, Operations Executives, Superintendents, and other key decision-makers
Own the full sales cycle from prospecting and qualification through negotiation, contracting, and closing
Leverage industry expertise to position routing, fleet management, telematics, safety, and compliance solutions to solve critical customer challenges
Collaborate with Product, Marketing, Engineering, and Customer Success teams to align customer needs with business solutions
Provide accurate forecasting, pipeline management, market intelligence, and competitive insights to leadership
Represent Zonar at industry associations, conferences, and customer events
Travel within the assigned territory as needed

10+ years of quota-carrying SaaS, software, or technology sales experience
Required: Direct experience selling K-12 transportation routing software, student transportation technology, fleet management software, or related transportation operations platforms
Experience working for student transportation technology providers is strongly preferred
Established relationships with Transportation Directors, Fleet Directors, Maintenance Directors, and school transportation leadership teams are highly desirable
Strong understanding of student transportation operations, including routing, scheduling, fleet maintenance, safety, compliance, and operational performance
Proven track record of consistently achieving quota and closing complex enterprise deals in long sales-cycle environments
Experience navigating public-sector procurement processes, RFPs, and multi-stakeholder buying cycles
Strong executive presence with excellent communication, presentation, negotiation, and relationship-building skills
Bachelor’s degree in business, Marketing, or a related field, or equivalent professional experience
Ability and willingness to travel up to 75% as needed

Strategic Sales Director – K-12 Transportation, Passenger Services

Key skills