Strategic Account Director

Remote
Full Time
Outside Sales
Experienced

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. 

Qualifications 

  • 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. 

Compensation & Benefits 

  • Base Salary: $95.000 – $110,000/year + commission 

This is a remote position. Candidates must be based in the United States.

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