Business Development Specialist

Alternative Student Transportation

Location:  Remote/Hybrid – Territories open across the US 

Experience Level:  3-7+ years in B2B sales with proven new business development and account growth success

Compensation:  $50K - $60K base + aggressive uncapped commissions

WHY THIS ROLE MATTERS

Every day, you'll help ensure that vulnerable students—those experiencing homelessness, in foster care, or with special needs—get to school safely and consistently. Your sales success directly translates to more children accessing the education they deserve.

This is more than mission-driven work—it’s high-growth B2B sales in an underserved market worth over $30 billion, with substantial room to expand.

THE OPPORTUNITY

We're looking for a hunter: someone who gets energized by opening doors with new school districts and developing new partnerships. You'll own your territory like an entrepreneur, with the backing of 29+ years of operational excellence and best-in-class technology.

This role is perfect for you if:                                                                                        

• You've proven you can prospect, close complex deals, and expand existing accounts
• You're tired of selling commoditized products and want to represent something that truly matters
• You want ownership of your territory goals without the startup risk
• You thrive with autonomy and are comfortable managing remote sales activity

WHAT YOU'LL DO

Drive New Revenue (90% of your time)

• Identify and penetrate new accounts and markets:  School districts, charter networks, social services agencies, and education providers across your territory
• Navigate complex procurement:  Master the RFP process, build consensus among multiple stakeholders (transportation directors, special ed coordinators, social services personnel, finance, operation, superintendents)
• Build pipeline:  You'll own everything from prospecting to close. We are looking for people have pipeline development experience, including lead generation, working existing leads and moving customers through the sales funnel.  We provide marketing support, but this is a true hunter role.
• Close meaningful deals:  Average contract value $250K-$1M+ annually with multi-year terms
• Expand Customer reach –  Utilize lead generation and track tools along with email, phone calls and personal visits to maintain a high touch outreach process to expand the client base

Strategic Territory Management (10% of your time)

• Own your numbers:  Develop and execute quarterly territory plans with clear revenue targets and monthly activity metrics
• Be data-driven:  Use CRM analytics to prioritize accounts, forecast accurately, and optimize your time
• Represent the brand:  Attend industry conferences and position Buckled In as the thought leader in alternative student transportation

SUCCESS METRICS (First 12 Months)

• Quota attainment:  100%+ of annual revenue target ($2M-$3M in new + expansion revenue)
• Pipeline development:  3-4x pipeline coverage consistently maintained
• New logo acquisition:  Close 6-10 new district/agency partnerships

WHAT MAKES YOU THE IDEAL CANDIDATE

Required Experience & Skills

•  3-7 + years of B2B sales success  with documented evidence of exceeding quota in both new business development and account management
• Complex sale expertise:  You’ve navigated long sales cycles (3-9 months), multiple stakeholders, procurement processes, and contract negotiations
• Proven prospecting ability:  Track record of self-generating pipeline through cold outreach, networking, and creative business development
• Market growth DNA:  You don’t just create relationships—you systematically expand them through consultative selling and value creation
• Presentation excellence:  You can command a room or a Zoom, tell compelling stories, and articulate complex value propositions simply
• Data-driven approach:  Comfortable with CRM systems (HubSpot preferred), Excel-based analysis, and using metrics to drive your process

Strong Preferences (Not Required, But Highly Valued)

• Education sector experience:  Previous sales into school districts, education agencies, or government entities
• Transportation or logistics background:  Understanding of fleet operations, routing, compliance, or related industries
• Public sector procurement:  Experience navigating RFPs, government contrac