Strategic Account Director
Zonar Systems
Strategic Account Director - Passenger Services (PAX)
Location: Remote - Preferred to be based in the Southeast United States (Atlanta, GA or Texas preferred)
Employment Type: Full-Time | Remote
About the Role
As the market leader in fleet telematics and transportation technology, Zonar is looking for a proven, high-energy Strategic Account Director to accelerate growth within our enterprise passenger services portfolio. In this role, you will own the strategy for key accounts in the PAX sector - deepening executive relationships, identifying expansion opportunities, and serving as a trusted long-term business partner.
By working closely with customers, you will develop a deep understanding of their fleet challenges and operational objectives, championing Zonar's telematics and software capabilities to drive productivity, compliance, and mobility across their organizations.
Key Responsibilities
- Develop and execute account strategies to achieve revenue targets within assigned regional territories across the Southeast and Texas.
- Manage and grow relationships with enterprise-level key accounts in the passenger services and transportation industry.
- Drive cross-selling and upselling initiatives to maximize revenue and product adoption within existing customer portfolios.
- Collaborate closely with product management, engineering, and customer success teams to align customer needs with product capabilities and roadmap priorities.
- Analyze market trends, competitive landscape, and customer feedback to identify opportunities for business development and product enhancement.
- Proactively identify and address customer concerns to prevent churn and maintain high levels of satisfaction and retention.
- Lead complex negotiations and contract discussions with enterprise-level stakeholders.
- Leverage geospatial and telematics knowledge to communicate product value in the context of fleet routing, tracking, and compliance use cases.
- Provide regular reporting on account performance, pipeline status, and market intelligence to senior leadership.
- 10+ years of quota-carrying SaaS sales or strategic account management experience in a B2B environment.
- Bachelor's degree in Business or a related field (or equivalent experience).
- Proven track record of success in enterprise account growth within the passenger services, transportation, or public fleet sector.
- Fleet telematics experience strongly preferred - familiarity with GPS tracking, geo-tagging, routing software, or related transportation technology.
- Competitive intelligence capability - ability to position Zonar's solutions effectively against key competitors in the telematics and fleet management space.
- Strong understanding of SaaS sales cycles and experience managing complex, integrated solution accounts.
- Excellent communication, negotiation, and executive presentation skills.
- Willingness to travel within the assigned Southeast/Texas territory as needed.
- Base Salary: $95.000 - $110,000/year + commission
- Benefits: View Zonar Careers & Benefits
This is a remote position. Candidates must be based in the United States.
Vacancy posted 4 days ago
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