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Drive new business growth within the passenger services sector, focusing on K-12 school districts and public transit fleets. Manage the full sales cycle from prospecting and discovery to negotiation and closing net-new enterprise logos.
Requires 10+ years of quota-carrying SaaS or technology sales experience with a proven track record in new logo acquisition. A bachelor's degree is required, and experience selling to government transportation or K-12 organizations is strongly preferred.
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.
¿Cómo trabajamos? En Zonar entendemos que los proyectos informáticos son dinámicos, aceptamos e incluso promovemos el cambio en los requerimientos y en los procesos que se automatizan, a medida que los proyectos son desarrollados. Nuestra metodología de trabajo está basada fuertemente en prácticas ágiles. Gracias a ellas podemos enfrentar proyectos cambiantes (en sus requerimientos) sin perder el control y caer en sobre esfuerzos. Entendemos que al inicio de cada proyecto no es posible saber exactamente lo que se construirá. A medida que se avanza- iterando- en el desarrollo del proyecto, se profundiza en las diferentes partes del negocio que se está automatizando. Estas constantes reflexiones que se generan gracias a la aplicación de nuestra metodología pueden provocar cambios en los procesos que se estudian, pudiendo modificarse las prioridades y requerimientos del mismo sistema que se está desarrollando.
Offices: Calle 5 Oriente 131, Viña del Mar, Valparaíso 2520000, CL
¿Cómo trabajamos? En Zonar entendemos que los proyectos informáticos son dinámicos, aceptamos e incluso promovemos el cambio en los requerimientos y en los procesos que se automatizan, a medida que los proyectos son desarrollados. Nuestra metodología de trabajo está basada fuertemente en prácticas ágiles. Gracias a ellas podemos enfrentar proyectos cambiantes (en sus requerimientos) sin perder el control y caer en sobre esfuerzos. Entendemos que al inicio de cada proyecto no es posible saber exactamente lo que se construirá. A medida que se avanza- iterando- en el desarrollo del proyecto, se profundiza en las diferentes partes del negocio que se está automatizando. Estas constantes reflexiones que se generan gracias a la aplicación de nuestra metodología pueden provocar cambios en los procesos que se estudian, pudiendo modificarse las prioridades y requerimientos del mismo sistema que se está desarrollando.
Offices: Calle 5 Oriente 131, Viña del Mar, Valparaíso 2520000, CL
