Senior Business Development Representative
Build and manage a target account list of school districts, charter authorities, and transit agencies, prioritizing by budget cycle, contract expiration, and strategic fit
Run high-volume, well-researched outreach to Transportation Directors, Superintendents, CFOs, and Business Officials — positioning Zūm CMX and securing meaningful first meetings, not just demo slots
Qualify inbound and outbound leads against Zūm's ideal customer profile before handing off, so every meeting booked for the VP or Account Executive team is a real opportunity
Represent Zūm at state and regional transportation conferences (e.g., NAPT, STN Expo, state pupil transportation association events), building relationships and generating warm introductions
Activity logging, lead scoring, next steps — so pipeline reporting is accurate and forecastable
Partner closely with Marketing on account-based campaigns and with Sales leadership to continuously refine targeting, messaging, and outreach cadence
Provide field intelligence back to Product and Marketing on what districts are asking for, budgeting for, and struggling with
5+ years of outbound business development or sales experience, ideally in K-12 EdTech, transportation, govtech, or another market selling into school districts or government/municipal buyers
Demonstrated track record of booking meetings with senior decision-makers (Superintendents, Transportation Directors, C-suite)
Comfort and credibility engaging with public-sector buyers, including familiarity with district budget cycles, procurement basics, and board approval processes
Excellent verbal and written communication skills; able to build a compelling, tailored case for a meeting rather than working from a single script
Willingness to travel to industry conferences and, periodically, into territory for in-person relationship building
Self-directed and resilient — thrives on ownership of a territory with limited day-to-day oversight
Existing relationships or name recognition with Transportation Directors or Superintendents in key states (TX, NY, CA, FL, IL)
Experience selling into or alongside long, multi-stakeholder public-sector sales cycles and RFP processes
Familiarity with a state pupil transportation association (e.g., TAPT, NYAPT) or attendance at NAPT/STN Expo
Experience partnering directly with VP/C-level sales leadership on strategic account planning