Senior Business Development Representative
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AI Summary
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 6,500 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.
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Build and manage a target account list of school districts, charter authorities, and transit agencies, prioritizing by budget cycle, contract expiration, and strategic fit
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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
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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
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Represent Zūm at state and regional transportation conferences (e.g., NAPT, STN Expo, state pupil transportation association events), building relationships and generating warm introductions
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Activity logging, lead scoring, next steps — so pipeline reporting is accurate and forecastable
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Partner closely with Marketing on account-based campaigns and with Sales leadership to continuously refine targeting, messaging, and outreach cadence
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Provide field intelligence back to Product and Marketing on what districts are asking for, budgeting for, and struggling with
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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
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Demonstrated track record of booking meetings with senior decision-makers (Superintendents, Transportation Directors, C-suite)
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Comfort and credibility engaging with public-sector buyers, including familiarity with district budget cycles, procurement basics, and board approval processes
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Excellent verbal and written communication skills; able to build a compelling, tailored case for a meeting rather than working from a single script
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Willingness to travel to industry conferences and, periodically, into territory for in-person relationship building
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Self-directed and resilient — thrives on ownership of a territory with limited day-to-day oversight
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Existing relationships or name recognition with Transportation Directors or Superintendents in key states (TX, NY, CA, FL, IL)
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Experience selling into or alongside long, multi-stakeholder public-sector sales cycles and RFP processes
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Familiarity with a state pupil transportation association (e.g., TAPT, NYAPT) or attendance at NAPT/STN Expo
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Experience partnering directly with VP/C-level sales leadership on strategic account planning
The targeted base salary range for this role is listed in the compensation section below. Actual salary may be above or below this range based on factors such as location, skills, and relevant experience. In addition, this position may include additional compensation in the form of bonus, equity, or commissions. If you are a full-time salaried or hourly worker, we offer the following benefits: Medical, Dental, Vision, 401(k), Holidays, Wellness, Vacation, and more. The targeted pay range for this role in US CA is:
Zūm Services, Inc. and all its subsidiaries provide equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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