New Business Sales Manager, HopSkipDrive
$230-250k
OTE
$150k
BASE
+ Equity. Salary shown as a guide for Los Angeles, CA, other locations will vary
More information about location
Safe youth transportation solution
Be an early applicant
Safe youth transportation solution
201-500 employees
Be an early applicant
$230-250k
OTE
$150k
BASE
+ Equity. Salary shown as a guide for Los Angeles, CA, other locations will vary
More information about location
201-500 employees
Company mission
To use technology, operational expertise, and new thinking to help kids reach their full potential by providing a safe, dependable way to get them where they need to be.
Role
Who you are
- You're passionate about scaling and mentoring a world-class sales team that will drive sales growth, and deliver impactful solutions to prospective clients
- With personal expertise in pitching, negotiation, and closing, you can confidently coach your team to sell the value propositions of HopSkipDrive to prospective clients and convert them into active paying clients
- You’re motivated by results and thrive in dynamic environments where our contributions directly drive to success
- B2B Strategic Sales Experience: 10+ years as an individual contributor with a track record of prospecting, managing a pipeline, pitching, effective negotiation, and closing within a usage-based sales process
- Effective Leadership: 5+ years leading sales teams of 5 reps or more to meet or exceed targets through repeatable and scalable methods
- Growth Mindset: You believe that you and your team can always improve, and you are motivated to ask challenging questions and do the research to identify and continuously refine your approach
- Scaling Teams: Proven experience scaling a sales team through predictable and repeatable methods that we will allow the organization to measure and coach individuals' performance
- Demonstrated Trust: Commitment to building trust, credibility, and collaboration with both internal and external audiences through clear and effective communication while working in a remote environment
- Startup Mentality: The ability to work independently in a fast-paced, deadline-driven environment with minimal direction and high visibility while remaining flexible to change
- Tech Stack Familiarity: Experience with CRM tools and sales analytics platforms, for example, Salesforce, Seismic, and Outreach along with the G Suite(Docs, Sheets, Slides)
What the job involves
- We are a driven, mission-focused team, passionate about transforming transportation through innovation and impact. Rather than just selling a service, we build lasting partnerships with school districts and government agencies, solving their toughest challenges with our vetted CareDriver marketplace and cutting-edge solutions
- As a Revenue team, our goal is clear: drive revenue growth, deliver value to our clients, and redefine what’s possible in mobility—while making a meaningful difference for those who need it most
- As the New Business Sales Manager, you will lead the team of Strategic Account Executives whose goal is to grow our list of clientele by selling the HopSkipDrive story, connecting our unique value propositions to their needs, creating urgency, and closing the deal to bring the solutions to reality
- Lead with Empathy & Urgency: Prioritize speed but also empathy, humility, and gratitude in your leadership approach. No deal is exactly the same, and no one rep has the same strengths that should be fostered. Leaders should always have high integrity, and resilience, be adaptable, and motivated to drive progress
- Foster Accountability: Expect – and empower – your team to demonstrate extreme ownership over their goals, quotas, and outcomes of our team
- Grow Market Share & Influence: The industry is not static, neither are we. You will constantly reflect on, experiment with, and utilize an evolving suite of strategies and tactics to grow our market share and influence within our industry
- Prioritize Time Management: Demonstrate ever-present organization, efficiency, and focus on what is most important for individuals and the overall team, empowering you and others to juggle multiple projects at once
- Seek Constant Improvement: Demonstrate curiosity and malleability in your sales approach, strategies, and tactics. We are constantly training and refining our craft to stay ahead of the competition and support overall company and client needs
- Partner Cross-Functionally: Collaborate with internal teams including Support, Product, Trust & Safety, Legal, and Operations to relay and ultimately implement team and client feedback, optimizing our offerings to their needs
- In-Person Prospect Engagement: Dedicate up to 50% of your time to travel with your team members (including overnight) for meetings, follow-ups, and cold prospecting. This business and industry thrives on personal face-to-face interactions
- Performance Management: Create and evaluate team territories, goals, expectations, and priorities. Measure progress, provide coaching, make adjustments, and supply reporting to leadership
- Voice of the Team: Serve as the leader of the team and representative to leadership – relaying team feedback, key market trends, changes, and opportunities
Our take
HopSkipDrive is an LA-based organization committed to eliminating transportation barriers for children, including those requiring special assistance. The organization was launched by three women who cite their "Mom DNA" as the reason for the success of HopSkipDrive, entwining their innate desire to help their own kids with the goal of making opportunities accessible to all children.
With all CareDrivers requiring a minimum of five years' experience in a caregiving field, HopSkipDrive operates on the principles of empathy, safety, and reliability. This is a smart rule to implement, as not only can they avoid those with inadequate experience, but they also ensure that employees are truly committed to helping children - the very reason the organization was founded. The company makes money by keeping a percentage of the fares it charges (CareDrivers get the rest).
HopSkipDrive collaborates with a number of social agencies and school districts, providing them with effective youth transportation solutions. Although the company is competing with existing transportation providers, such as national services, it continues to grow as a viable and fresh alternative, raising impressive funds and growing its leadership team with new hires. The company's results back up its success as well, saving 160,000 pounds of CO2 emissions in eight months after launching its SmartPooling ride-share product. Results and moves like these will allow it to expand its services and continue the modernization of school transportation.
Freddie
Company Specialist at Welcome to the Jungle
Insights
23% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2022
$37m
SERIES D
Aug 2021
$25m
SERIES C
Total funding: $107m
Company benefits
- We want you to be an owner in our company and share in executing our vision, so every full-time employee has equity
- In addition, we offer competitive market comp, flexible vacation, FSA, medical, dental, vision and life insurance, 401(k), and an opportunity to work for a uniquely positioned, VC-backed company in a hugely attractive space with significant upside potential
Company HQ
Fashion District, Los Angeles, CA
Leadership
Joanna McFarland
(CEO & Co-founder)Former Board Member at the Marketplace Industry Association and LA Tech.org.
Janelle McGlothlin
(Co-founder)Principal at WriteBand Studio. BA and BSc in International Relations and Strategic Management at University of Pennsylvania.
Carolyn Yashari Becher
(Co-founder)Co-founder & current CEO at Pearline Health. Former Limited Partner at The Fund.
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