Sales Manager

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4 days ago

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BusPlanner

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Transport • SaaS • Education

BusPlanner is an all-in-one student transportation software platform that helps school districts plan, optimize, manage and monitor school bus operations. The SaaS suite includes AI-powered route optimization, real-time GPS tracking, fleet and financial management, online portals and mobile apps for parents and staff, redistricting/zoning, dispatch and field trip coordination, and integrations for forms and reporting. It is designed to reduce costs, improve safety and streamline operations for large K–12 transportation departments.

51 - 200 employees

Founded 1983

🚗 Transport

☁️ SaaS

📚 Education

📋 Description

• Lead the frontline sales team, owning the full sales cycle from lead generation through close, while providing hands-on coaching to drive individual and team performance. • Responsibilities include, but are not limited to: running your own deals in the first six months, conducting discovery calls and demos, managing RFP submissions, negotiating contracts, and guiding reps through complex sales cycles. • Act as a player-coach, modeling best practices in prospecting, discovery, solution presentations, and closing, particularly within the K-12 education market. • Build, train, and mentor a high-performing sales team, implementing structured coaching, call reviews, and deal strategy sessions to continuously improve skills and outcomes. • Develop and execute a targeted go-to-market strategy for K-12 software sales, leveraging both inbound and outbound motions. • Manage pipeline health and forecasting accuracy, using sales metrics to identify risks and opportunities. • Cultivate strong relationships with school district stakeholders, including Transportation Directors, Superintendents, IT leaders, and Procurement teams. • Represent BusPlanner at industry conferences, association events, and other K-12 networking opportunities to build brand awareness and drive pipeline growth. • Collaborate closely with leadership, RevOps, and Marketing to refine sales processes, optimize messaging, and ensure alignment across the customer journey.

🎯 Requirements

• 5+ years of quota-carrying software sales experience, with at least 2–3 years managing frontline sales reps. • Proven track record of personally exceeding quota and leading teams to consistently hit or surpass targets. • Direct experience selling into the K-12 education market, with a deep understanding of procurement cycles, RFP processes, and multi-stakeholder decision-making. • Ability to operate as a player-coach. Running your own deals while developing and elevating your team. • Strong business acumen and ability to build, refine, and scale repeatable sales processes in a high-growth environment. • Skilled in pipeline management, forecasting, and leveraging CRM data to drive decision-making. • Exceptional communication and presentation skills. Able to influence senior district stakeholders and build trust quickly. • Experience representing a company at industry conferences, trade shows, and association events