Strategic Sales Director | Passenger Services (K-12 & Transit Fleets)
About The Position
The Strategic Sales Director will drive new business growth within the passenger services (PAX) sector, with a strong focus on K-12 school districts and public transit fleets. This hunter role is 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 our solutions as a trusted partner supporting 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 bring new enterprise customers into the portfolio
Requirements
- 10+ years of quota-carrying SaaS or technology sales experience in a B2B environment, with a strong focus on new logo acquisition.
- 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).
- Proven track record of closing complex enterprise deals in long sales-cycle environments.
- Strong executive presence with excellent communication, negotiation, and presentation skills.
- Ability to navigate government procurement processes and multi-stakeholder organizations.
- Willingness to travel within assigned territories as needed.
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 (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 teams to ensure smooth handoffs and long-term account growth.
- Provide accurate forecasting, pipeline updates, and market intelligence to senior leadership.
- Travel as needed to meet with prospective customers and attend industry events.
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What This Job Offers
Job Type
Full-time
Career Level
Director
