Strategic Sales Director – K-12 Transportation & Passenger Services (PAX)
Remote Worldwide Full-time Director Sales Leadership
At a glance
Director-level Sales Leadership role at Zonar. Remote · full-time.
In listing Sales Leadership salary
RoleSales Leadership
SeniorityDirector
LocationWorldwide
WorkplaceRemote
EmploymentFull-time
PostedJul 15, 2026 · 3mo ago
Role brief
growthroles summary, based on the employer's posting.
What you'll do
- Build territory and account plans that generate new revenue from K-12 transportation groups and public transit fleets
- Find, qualify, negotiate, and close net-new enterprise deals across the passenger transportation market
- Create pipeline through outbound outreach, industry events, referrals, networking, and government purchasing channels
- Guide discovery with transportation, fleet, maintenance, operations, and school district leaders
- Forecast accurately, manage pipeline health, and share market and competitor intelligence with leadership
What you bring
- At least ten years selling SaaS, software, or technology on quota, centered on winning enterprise new business
- Direct experience selling K-12 routing, student transportation, fleet management, or related transportation operations software
- Working knowledge of routing, scheduling, fleet upkeep, safety, compliance, and operational performance in student transportation
- A record of meeting quota and closing complex deals involving long sales cycles and public-sector procurement
- A business, marketing, or related degree, or equivalent professional experience
Who this fits
This role suits a seasoned enterprise hunter with direct K-12 transportation software sales experience and relationships across school transportation leadership. You must be based in the Northeast United States, including New York, New Jersey, Pennsylvania, Ohio, or surrounding markets. The role is remote, but travel may reach up to seventy-five percent and requires comfort with public-sector RFPs and multi-stakeholder buying processes.
From the employer
Strategic Sales Director – K-12 Transportation & Passenger Services (PAX)
Location: Remote – Must be based in the Northeast United States (New York, New Jersey, Pennsylvania, Ohio, or surrounding markets)
Employment Type: Full-Time | Remote
About the Role
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.
We are specifically seeking candidates who have sold transportation software solutions to Transportation Directors, Fleet Directors, Maintenance Directors, and other key stakeholders within school districts. Experience with organizations within the transportation technology providers is highly preferred.
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
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.
Location: Remote – Must be based in the Northeast United States (New York, New Jersey, Pennsylvania, Ohio, or surrounding markets)
Employment Type: Full-Time | Remote
About the Role
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.
We are specifically seeking candidates who have sold transportation software solutions to Transportation Directors, Fleet Directors, Maintenance Directors, and other key stakeholders within school districts. Experience with organizations within the transportation technology providers is highly preferred.
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.
- 10+ years of quota-carrying SaaS, software, or technology sales experience, with a strong focus on enterprise new business acquisition.
- 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.
- Base Salary: $95,000 – $120,000 annually + commission
- Comprehensive benefits package.
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.
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