Strategic Account Executive, SaaS Sales

Job description

### **About Zūm:** Zūm is revolutionizing mass mobility with its Connected Mobility Experience (*Zūm CMX*™) system that connects and coordinates people, vehicles, and operations in real time. In the $50 billion student mobility market – the largest segment of the mass mobility industry – *Zūm CMX* is transforming a daily source of anxiety and disruption into a reliable, transparent, and efficient mobility experience for students and families. Today, more than 7,500 schools rely on *Zūm CMX*. Recognized globally for its innovative approach and operational execution, Zūm has been named to Fast Company’s World’s Most Innovative Companies, CNBC Disruptor 50 and Changemakers, the World Economic Forum, and the Financial Times’ Fastest Growing Companies lists. Zūm is backed by leading investors including Sequoia Capital, GIC, TPG, and Softbank. **About the Role:** 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. ### What You'll Do: - 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 ### What You Bring To Zūm: - 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 - 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, 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 - 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