[Hiring] Strategic Sales Director @Zonar

Role Description

Zonar is seeking a high-performing Strategic Sales Director to drive new business growth within our Passenger Services (PAX) business, with a primary focus on K-12 school transportation organizations and public transit fleets. This is a true hunter role responsible for identifying, prospecting, and closing net-new enterprise customers. The ideal candidate brings deep industry knowledge of student transportation operations and a proven track record selling routing software, fleet management platforms, or transportation technology solutions directly to K-12 school districts.

In this position, you will engage senior decision-makers, navigate public-sector procurement processes, and position Zonar's solutions as a trusted partner for safety, compliance, routing, fleet efficiency, and operational excellence.

Key Responsibilities

• 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.

Qualifications

• 10+ years of quota-carrying SaaS, software, or technology sales experience, with a strong focus on enterprise new business acquisition.
• 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

• Base Salary: $95,000 – $120,000 annually + commission
• Comprehensive benefits package.

Join Zonar and help transform student transportation through innovative technology, safety solutions, and operational excellence.

Important: We are specifically looking for candidates with experience selling K-12 transportation routing, fleet, or student transportation software. Backgrounds focused solely on trucking telematics, logistics fleets, or general SMB GPS tracking solutions will not meet the requirements for this position.