Sales Manager

Job Description BusPlanner is hiring a Sales Manager to lead, coach, and grow our full cycle AEs while driving revenue growth across our K-12 software business in the US. This role is critical to our next stage of growth and combines hands-on selling with strategic sales leadership. It is ideal for someone with proven experience in K-12 software sales, a passion for coaching, and the ability to execute in a high-growth, fast-paced environment. You'll serve as the first dedicated sales leader at BusPlanner, reporting directly to the CEO, and taking ownership of the full sales function. In the first six to nine months, you will operate as a player-coach, actively running your own deals while building the processes, playbooks, and team culture needed for long-term success. In the long run, you'll quarterback our US sales efforts and lead a team of full cycle AEs. In this role, you'll work closely with leadership to refine our go-to-market strategy, elevate the performance of our AEs, and ensure our sales approach is tightly aligned to the unique needs of the K-12 market.

Why BusPlanner? BusPlanner is the leading provider of student transportation management software in North America. Our platform is used by hundreds of the largest school boards (Miami Dade Public Schools, Gwinnett County School District, and many others), helping optimize bus routes, manage planning and operations, and streamline communication between school transportation teams and families. We have deep expertise in K?12 transportation software and a proven track record of supporting the unique needs of US school districts. We are scaling rapidly and investing in growing our team to better serve our clients coast-to-coast. BusPlanner's leadership team consists of seasoned entrepreneurs who have significant experience in building and growing multiple successful software businesses including: (i) FieldEdge, a leading provider of software for the field services market which the team grew more than 5x and sold to a mega-cap private equity fund, and (ii) AutoLeap, a leader in the auto repair software market that has raised more than $50 million from some of the most reputable VC firms in Silicon Valley. Requirements As a successful US Sales Manager, you will:

• 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.

• You are hungry and driven to succeed. You have an exemplary track record of exceeding sales targets and thrive in competitive environments.
• You are a proven leader. You?ve successfully managed and coached frontline sales reps to consistently hit or exceed quota.
• You are a hunter and closer. You excel at prospecting, building pipeline, and closing deals, especially within the K-12 software market.
• You are process-minded. You build and refine repeatable sales processes, track key metrics, and use data to drive better results.
• You are flexible and collaborative. You?re equally comfortable rolling up your sleeves to run a deal as you are coaching a rep through one.
• You are people-focused. You invest in developing your team, building trust with customers, and fostering a high-performance culture.
• You are organized and results-oriented. You balance urgency in moving deals forward with a strategic, customer-centric approach.
• You are a confident communicator. You can present to and influence senior district stakeholders, from transportation directors to superintendents.

• You do not have proven experience selling software into the K-12 education market.
• You lack a track record of personally exceeding quota and leading a team to do the same.
• You are not interested in running your own deals while also managing and coaching a sales team.
• You are looking for a predictable 9?5. This role requires urgency, adaptability, and resilience.
• You prefer rigid, highly structured environments with set playbooks and minimal change.
• You are uncomfortable proactively prospecting, attending industry events, and engaging directly with customers.
• You?re a farmer, and not a hunter.
• You want to manage only from behind the scenes. This role requires active field engagement and visible leadership.

• 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