Strategic Sales Director

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.

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.