Account Executive, Zum
$150-180k
OTE
$73-95k
BASE
Student transportation services
Be an early applicant
Student transportation services
201-500 employees
Be an early applicant
$150-180k
OTE
$73-95k
BASE
201-500 employees
Company mission
To bring student transporation into a new era enabling greater safety, sustainability, equity, and transparency.
Role
Who you are
- A qualified Account Executive brings B2B field sales, direct territory management experience, and has successfully originated, sold, and managed accounts from SMB to midsize to Enterprise.
- This individual is solution-oriented, has personal drive & enthusiasm, integrity & team orientated, and the ability to build strong relationships quickly
- You are a natural pace-setter and your agility, intelligence, resourcefulness and focus on results, are the keys to your success
- Minimum of 4-6+ years of successful, direct quota bearing sales experience selling B2B applications/solutions
- Experience selling within the mobility/transportation/logistics industry, education system (private and/or public schools), or a related field
- Experience launching and growing a new market is a strong plus
- History of quota over-achievement in highly competitive markets & proven track record in evangelistic selling of new technology solutions and services
- Experience in managing varied sales and evaluation cycles, presenting in person, conversing with & compelling the C-suite
- Change master, not stymied by ambiguity, and easily adapts in a rapidly expanding and fluid environment
- Strong leadership, bias to action, and accountability for results
- Outstanding communication, presence, & presentation skills a must
- Strong negotiation skills and well-developed procurement acumen
- Keen technical aptitude and CRM forecast discipline
- Effectively manages time, activities, details and the needs of the business daily
What the job involves
- You will be responsible for evangelizing Zūm solutions to schools and districts, actively managing the entire sales cycle including prospecting & qualifying, developing new relationships with business/C-level decision makers, delivering in-person presentations, negotiating contracts, closing business, and driving market share
- Account Executives will have proven “hunting” skills and will be responsible for developing and closing net new business and expanding business in existing Zūm accounts, meeting assigned quotas and goals, and managing accounts and growth in their respective territories
- Achieve assigned quarterly and annual quota targets and goals
- Actively prospect, uncover, qualify, develop, manage, and grow assigned territory to identify, cultivate, and close net new customers for solutions, as well as, cross-sell and up-sell services to existing Zūm customers
- Evangelize the Zūm vision to decision makers through coordinated efforts, in-person presentations/meetings, events, relationship development and networking, and target-specific initiatives with field marketing
- Develop and execute on territory & account plans to deliver maximum revenue potential
- Manage all sales activities, opportunity pipeline updates, and deliver weekly forecasts
- Conduct discovery & face-to-face meetings/presentations w/ prospects/customers, qualify & manage opportunities, & allocate time & resources accordingly
- Manage prospect/customer evaluations, pilots, proof of concepts, and any RFP/BIDs/RFIs
- Attend regional trade shows and key territory events
- Regularly canvas territory with in-person drop-ins and create Zūm presence & awareness
- Deliver and manage key correspondence, feedback, communication, and market/customer learning to core stakeholders both internal and external
- Coordinate and work cross-functionally with respective Ops team and extended team members to manage daily activity and detail for quotes, proposals, and continual business continuity
- Ensure an outstanding positive prospect/customer experience & make our customers successful
Our take
The largest mass transit system in the US is student transportation, and it’s more than double the size of all others combined. It’s rife with inefficiencies, however: circuitous routes mean many students are spending more time travelling and less time sleeping, exercising, or participating in enrichment activities, affecting student outcomes and inequalities.
Zum is looking to overhaul school transport with the help of cloud computing and AI. It has a central hub from which it manages route planning and vehicle assignments across 4,000 areas and school districts in California, meaning fleet deployment, maintenance, and operational efficiency can be optimized. It also offers cameras and tracking in vehicles, and is committed to having a fully electric, 10,000-strong bus fleet by 2025.
It's an ambitious plan, but it’s clear that the US school busing system is in dire need of an overhaul. We’re seeing startups like Via offer a similar service to NY schools, gathering similarly strong momentum. With Zum fast approaching Unicorn status, and its California roll-out continuing without a hitch, it appears, for now, to be leading the modern student transportation startup pack.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
18% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jun 2024
$32m
GRANT
Jan 2024
$140m
SERIES E
Total funding: $368.8m
Company benefits
- Medical, dental and vision benefits, including paid membership to One Medical
- Unlimited vacation policy
- Free daily catered lunches + fully stocked kitchen at HQ
- Ability to have a huge impact at an early-stage, mission-driven startup
- Fun office culture and a team you would be proud to work with
Company HQ
Redwood Shores, Redwood City, CA
Leadership
Ritu Narayan
(Co-Founder & CEO)Worked as a Lead Product Manager at Yahoo!, eBay, then took up a Sloan Fellowship at the Stanford Graduate School of Business.
Vivek Garg
(Co-Founder & COO)Spent over a decade as a Major in the Indian Army, then went on to found and lead BAPAR, before taking up a Researcher role at Stanford University's SEED Institute.
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