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Salary: USD 90,000 - 115,000 / annual
Zūm is transforming student mobility through its Connected Mobility Experience (CMX) platform, serving over 6,500 schools in the $50 billion student transportation market. The company has been recognized by Fast Company, CNBC, the World Economic Forum, and Financial Times, and is backed by top-tier investors including Sequoia Capital, GIC, TPG, and Softbank.
As a Strategic Account Executive, you will own the complete sales cycle for Zūm's SaaS offerings, which provide self-operated districts with AI-driven routing, real-time vehicle and student visibility, and tools to improve on-time performance and parent-student communication. You will build trusted relationships with transportation directors, superintendents, and district technology teams, navigating complex multi-stakeholder public-sector buying processes.
Key responsibilities include:
- Owning your territory from initial outreach through contract signature, building account plans that map decision-makers, influencers, budget calendars, and procurement paths
- Prospecting, developing, and closing new districts while consistently meeting or exceeding quarterly and annual quota
- Conducting discovery and delivering tailored demos that connect real-time visibility, AI routing, and fleet efficiency to district goals around on-time performance, attendance, parent/student trust, and cost savings
- Maintaining a healthy, well-documented pipeline with accurate CRM forecasting
- Leveraging industry trend knowledge to consult with prospects and share customer and competitive insights across Sales, Marketing, Product, and Legal teams
- Responding to and shaping RFPs, RFQs, and proposals in partnership with Product, Solutions, Legal, and Finance to develop winning pricing and contract structures
- Representing Zūm at national and state education and transportation conferences to build reference networks in your territory
Requirements:
- 5+ years of B2B SaaS sales experience, ideally as a strategic or enterprise Account Executive, with a proven 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 is a plus
- Proven ability to run complex sales cycles with multiple stakeholders, from superintendents and CFOs to operations and IT leaders
- Strong written and verbal communication skills, particularly in consultative selling, presentation, and negotiation; strong analytical and creative problem-solving abilities
- Ability to hold your own in meetings with senior officials and day-to-day operators and speak as a thought leader in the transportation space
- Entrepreneurial self-starter comfortable with travel within territory, motivated by the mission of improving students' daily school journey, and excited to work in a fast-growing, rapidly changing environment
