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 contracts, and public bidding processes
• Social impact sales: Track record selling mission-driven services where relationship and trust matter as much as price

Personal Attributes

• Hunter mentality: Aggressive prospecting and business development
• Mission alignment: Genuinely motivated by making a difference for vulnerable student populations
• Entrepreneurial mindset: You think like a business owner, not just a salesperson
• Resilient and resourceful: Government sales cycles can be long and unpredictable—you stay focused and creative
• Self-directed: Thrives working remotely with minimal supervision; takes initiative without direction

WHY BUCKLED IN?

The Market Opportunity

• Underserved and growing: Alternative student transportation represents billions in addressable market with limited specialized competition
• Legislative tailwinds: McKinney-Vento Act and foster care education requirements create consistent, federally mandated demand
• Sticky revenue: Multi-year contracts with high retention rates and strong expansion potential

Our Competitive Advantages

• Technology leadership: Proprietary routing and family communication platforms
• 29 years of operational excellence: We deliver on our promises, which makes your sales job easier
• People-first culture: Unlike typical fleet operators, we prioritize driver consistency and family relationships
• Mission-driven organization: Privately held and focused on impact, not quarterly earnings

Career Growth Potential

This isn't a dead-end sales job. High performers can expect:

• Expanded territory and revenue potential as you prove success
• Leadership opportunities: Grow into successive Sales roles
• Strategic influence: Help shape our market expansion and service offerings

What We Provide

• Full sales enablement: Marketing materials, case studies, RFP response templates, demo access
• Operations partnership: Highly engaged service delivery team that makes renewals and expansion easier
• Real-time data: Access to route performance, customer satisfaction scores, and financial metrics
• Autonomy with support: Weekly 1:1s with sales leadership, but you control your day-to-day
• Professional development: Sales training and skill development

COMPENSATION & BENEFITS

Earnings Potential

• Base Salary: $50K - $60K base + aggressive uncapped commissions
• Commission Structure: Uncapped, accelerating commission on all expansion revenue above quota

Comprehensive Benefits

• Health Insurance: Medical, vision
• Generous Time Off: Minimum 120 hours PTO + 13 paid holidays
• Retirement: 401(k) plan
• Home Office Support: $250 annual stipend
• Travel Reimbursement: All territory travel expenses covered

Intangibles

• Flexibility: Structure your day around customer needs
• Mission impact: Go to bed knowing you helped kids get to school
• Inclusive culture: Values-driven, caring environment where you're respected
• Stability: Established company with 29-year track record, not a startup gamble

LOGISTICS & REQUIREMENTS

• Location: Must be based in US (specific territory to be finalized based on candidate location)
• Work Model: Remote with frequent territory travel, up to 50% during key sales windows (overnight travel)
• Education: Bachelor's degree in business, sales, or related field (or equivalent experience)
• Technology: Proficient in MS Office (Excel, PowerPoint, Word), Google Suite, AI platforms and CRM systems
• Valid driver's license and proof of auto insurance required

APPLY NOW

If you're a mission-driven sales professional who wants to combine meaningful impact with uncapped earnings potential, we want to hear from you.

To apply, please submit:

• Resume highlighting your B2B sales achievements (include specific metrics: quota attainment %, revenue generated, accounts acquired/grown)
• Brief cover letter explaining why alternative student transportation excites you
• 2-3 professional references familiar with your sales performance

Application Process:

• Initial phone screen (30 min) - Sales recruiting team
• Video interview (60 min) - Sales leadership + role play exercise
• Final interview (90 min) - Cross-functional team + case study presentation
• Offer decision: Within 5 business days of final interview

ABOUT BUCKLED IN

For over 29 years, Buckled In has been ensuring that life's challenges don't prevent students from accessing quality education. We specialize in transportation for students experiencing homelessness (McKinney-Vento Act), those in foster care, and children with special needs and IEPs.

Our technology-enabled, people-first approach delivers:

• Consistency: Same driver, same experience, every day
• Reliability: Industry-leading on-time performance and service quality
• Transparency: Real-time tracking and communication for families and schools
• Compliance and Safety: Deep expertise in federal, state, and local transportation regulations

We're a privately-held company, which means we make decisions based on impact to students and families—not shareholder pressure. We move fast, innovate constantly, and truly live our values.

Our core values:

• Students first - Every decision starts with student wellbeing
• Operational excellence - We do what we say we'll do
• Innovation - We continuously improve through technology and process
• Integrity - We operate with honesty and transparency
• Inclusion - We serve all students with dignity and respect

Buckled In is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

• Ready to drive meaningful revenue while making a real difference? Apply today.