Sales Manager
BusPlanner
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
About the role
- 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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
quota-carrying software salespipeline managementforecastingRFP processessales metricssales cycle managementgo-to-market strategysales coachingsolution presentationsnegotiating contracts
Soft skills
coachingcommunicationpresentationrelationship buildinginfluencingbusiness acumenteam leadershipmentoringstrategic thinkingcollaboration