Strategic Account Director

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

• Benefits: View Zonar Careers & Benefits

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