• 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.