Business Development Specialist

Alternative Student TransportationLocation: Remote/Hybrid – Territories open across the US Experience Level: 3-7+ years in B2B sales with proven new business development and account growth successCompensation: $50K - $60K base + aggressive uncapped commissionsWHY THIS ROLE MATTERSEvery 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 OPPORTUNITYWe'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 accountsYou're tired of selling commoditized products and want to represent something that truly mattersYou want ownership of your territory goals without the startup riskYou thrive with autonomy and are comfortable managing remote sales activityWHAT YOU'LL DODrive 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 territoryNavigate 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 termsExpand 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 baseStrategic Territory Management (10% of your time)Own your numbers: Develop and execute quarterly territory plans with clear revenue targets and monthly activity metricsBe data-driven: Use CRM analytics to prioritize accounts, forecast accurately, and optimize your timeRepresent the brand: Attend industry conferences and position Buckled In as the thought leader in alternative student transportationSUCCESS METRICS (First 12 Months)Quota attainment: 100%+ of annual revenue target ($2M-$3M in new + expansion revenue)Pipeline development: 3-4x pipeline coverage consistently maintainedNew logo acquisition: Close 6-10 new district/agency partnershipsWHAT MAKES YOU THE IDEAL CANDIDATERequired Experience & Skills 3-7 + years of B2B sales success with documented evidence of exceeding quota in both new business development and account managementComplex sale expertise: You’ve navigated long sales cycles (3-9 months), multiple stakeholders, procurement processes, and contract negotiationsProven prospecting ability: Track record of self-generating pipeline through cold outreach, networking, and creative business developmentMarket growth DNA: You don’t just create relationships—you systematically expand them through consultative selling and value creationPresentation excellence: You can command a room or a Zoom, tell compelling stories, and articulate complex value propositions simplyData-driven approach: Comfortable with CRM systems (HubSpot preferred), Excel-based analysis, and using metrics to drive your processStrong Preferences (Not Required, But Highly Valued)Education sector experience: Previous sales into school districts, education agencies, or government entitiesTransportation or logistics background: Understanding of fleet operations, routing, compliance, or related industriesPublic sector procurement: Experience navigating RFPs, government contracts, and public bidding processesSocial impact sales: Track record selling mission-driven services where relationship and trust matter as much as pricePersonal AttributesHunter mentality: Aggressive prospecting and business developmentMission alignment: Genuinely motivated by making a difference for vulnerable student populationsEntrepreneurial mindset: You think like a business owner, not just a salespersonResilient and resourceful: Government sales cycles can be long and unpredictable—you stay focused and creativeSelf-directed: Thrives working remotely with minimal supervision; takes initiative without directionWHY BUCKLED IN?The Market OpportunityUnderserved and growing: Alternative student transportation represents billions in addressable market with limited specialized competitionLegislative tailwinds: McKinney-Vento Act and foster care education requirements create consistent, federally mandated demandSticky revenue: Multi-year contracts with high retention rates and strong expansion potentialOur Competitive AdvantagesTechnology leadership: Proprietary routing and family communication platforms 29 years of operational excellence: We deliver on our promises, which makes your sales job easierPeople-first culture: Unlike typical fleet operators, we prioritize driver consistency and family relationshipsMission-driven organization: Privately held and focused on impact, not quarterly earningsCareer Growth PotentialThis isn't a dead-end sales job. High performers can expect:Expanded territory and revenue potential as you prove successLeadership opportunities: Grow into successive Sales rolesStrategic influence: Help shape our market expansion and service offeringsWhat We ProvideFull sales enablement: Marketing materials, case studies, RFP response templates, demo accessOperations partnership: Highly engaged service delivery team that makes renewals and expansion easierReal-time data: Access to route performance, customer satisfaction scores, and financial metricsAutonomy with support: Weekly 1:1s with sales leadership, but you control your day-to-dayProfessional development: Sales training and skill development COMPENSATION & BENEFITSEarnings PotentialBase Salary: $50K - $60K base + aggressive uncapped commissions Commission Structure: Uncapped, accelerating commission on all expansion revenue above quotaComprehensive BenefitsHealth Insurance: Medical, visionGenerous Time Off: Minimum 120 hours PTO + 13 paid holidaysRetirement: 401(k) plan Home Office Support: $250 annual stipend Travel Reimbursement: All territory travel expenses covered IntangiblesFlexibility: Structure your day around customer needsMission impact: Go to bed knowing you helped kids get to schoolInclusive culture: Values-driven, caring environment where you're respectedStability: Established company with 29-year track record, not a startup gambleLOGISTICS & REQUIREMENTSLocation: 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 systemsValid driver's license and proof of auto insurance requiredAPPLY NOWIf 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 you2-3 professional references familiar with your sales performanceApplication Process:Initial phone screen (30 min) - Sales recruiting teamVideo interview (60 min) - Sales leadership + role play exerciseFinal interview (90 min) - Cross-functional team + case study presentationOffer decision: Within 5 business days of final interviewABOUT 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 dayReliability: Industry-leading on-time performance and service qualityTransparency: Real-time tracking and communication for families and schoolsCompliance and Safety: Deep expertise in federal, state, and local transportation regulationsWe'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 wellbeingOperational excellence - We do what we say we'll doInnovation - We continuously improve through technology and processIntegrity - We operate with honesty and transparencyInclusion - We serve all students with dignity and respectBuckled 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.