Strategic Account Executive (SaaS Sales)

• As a Strategic Account Executive, you will own the full sales cycle for Zūm’s SaaS offerings, providing self-operated districts AI-driven routing, real-time vehicle and student visibility, and tools that improve on-time performance and communication with parents and students. You will build trusted relationships with transportation directors, superintendents, and district technology teams, guiding them through complex, multi-stakeholder, public-sector buying processes. This role reports to our Vice President of SaaS Sales
• Own your territory from first conversation to signed contract, and build account plans that map each key district’s decision-makers, influencers, budget calendar and procurement path
• Effectively prospect, develop, and close new districts, consistently meeting or exceeding quarterly and annual quota
• Run discovery and tailored demos of Zūm CMX that connect real-time visibility, AI-driven routing, and fleet efficiency to each district’s goals for on-time performance, attendance, trust from parents and students, and cost savings
• Maintain a healthy, well-documented pipeline, and accurate forecast in our CRM
• Use in-depth knowledge of industry trends to consult and support prospective customers, and share customer and competitive insights across Sales, Marketing, Product, and Legal teams
• Respond to and shape RFPs, RFQs, and proposals, partnering with Product, Solutions, Legal, and Finance to craft pricing and contract structures that win
• Represent Zūm at national and state education and transportation conferences, building a strong reference network in your territory

Benefits

• Medical, dental and vision benefits, including paid membership to One Medical
• Unlimited vacation policy
• Free daily catered lunches + fully stocked kitchen at HQ
• Ability to have a huge impact at an early-stage, mission-driven startup
• Fun office culture and a team you would be proud to work with

• Strong written and verbal communication skills, particularly in consultative selling, presentation, and negotiation, and strong analytical and creative problem solving abilities
• Ability to hold your own in meetings with both senior officials and day-to-day operators and speak as a thought leader in the transportation space
• Proven ability to run complex sales cycles with multiple stakeholders, from superintendents and CFOs to operations and IT leaders
• 5+ years of B2B SaaS sales experience, ideally as a strategic or enterprise Account Executive, with a track record of closing six-figure and multi-year deals and consistently meeting quota
• Direct experience selling technology or services to K-12 school districts or other public-sector buyers, including familiarity with RFPs, cooperative purchasing, and board approvals; school transportation experience a plus
• Entrepreneurial self-starter who is comfortable with travel within the territory, motivated by the mission of improving students’ daily journey to school, and excited to work in a fast-growing, quickly changing environment