Strategic Sales Director – K-12 Transportation, Passenger Services

🕒 July 16

🏖️ New Jersey, New York, +2 more states – Remote

🏖️ New Jersey – Remote 🗽 New York – Remote 🏈 Ohio – Remote 🔔 Pennsylvania – Remote

💵 $95k - $120k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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Zonar Systems

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2001

📦 Logistics

☁️ SaaS

🔧 Hardware

💰 Venture Round - Zonar Systems on 2016-10

Logistics • SaaS • Hardware

Zonar Systems is a provider of integrated fleet telematics hardware and software that helps fleets track vehicles, monitor safety and compliance, and optimize operations. Its offerings include GPS tracking, ELD (Zonar Logs), AI-powered in-cab dashcams, EVIR verified digital inspections, vehicle diagnostics, predictive maintenance, and rider/student tracking for school transportation. Zonar serves K-12 pupil transportation, commercial trucking, transit, vocational, utility and public-sector fleets with a cloud-based fleet management platform and complementary telematics devices and services.

📋 Description

• 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

🎯 Requirements

• 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

🏖️ Benefits

• Paid time off • Career growth • Medical, dental & vision • Remote working • Paid leave for a new child • Company events • Life insurance