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.

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

Sales Manager

Key skills