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Business Development Manager, Specialty Transportation



Sales & Business Development
Posted on Wednesday, May 22, 2024

Who we are

HopSkipDrive’s mission is to create opportunity for all through mobility. Our innovative, supplemental school transportation solutions are used by over 600 school districts, charter schools, nonprofits, government agencies, as well as busy families to safely and reliably get kids where they need to go.

Student transportation is the largest mass transit system in the U.S. The way kids get to and from school has a direct impact on our kids, families, schools and communities. While school districts spend $28 billion annually on transportation, only 30% of kids get to school on a bus. The current system can no longer meet all the transportation needs of our districts, schools and families — and its shortcomings are causing inequities in educational access that are affecting the welfare of millions of kids each day.

HopSkipDrive is taking a different approach to arranging safe, reliable school transportation that meets needs that aren’t being addressed by the current system, helping to fill gaps and supplement the student transportation options available. We create personalized transportation solutions for the one to the many, and everything in between.

We’re a company with heart

Our partnerships with school districts, child welfare agencies and nonprofits ensure equitable educational access for the most vulnerable populations, including youth in foster care, children experiencing homelessness and students with disabilities.

We understand that the difference between struggle and success can sometimes be as simple as the ability to show up, which is why we’re on a mission to use innovative technology — coupled with operational expertise and new ways of thinking — to help kids reach their full potential by providing a safe, dependable way to get them where they are going.

We’re an awesome place to work

Our company culture has been well-recognized — HopSkipDrive has been named to Fast Company’s Most Innovative Companies list, as well as Best Places to Work lists from Built In LA, Comparably, Inc., and the Los Angeles Business Journal. Comparably also named us a Best Company for Professional Development, as well as to its Best CEO and Best CEOs for Women lists.

We’re growing rapidly

Founded by three moms as a solution to their own transportation challenges, we now operate across over 13 states across the country. We continue to expand at a rapid pace, making the Inc. 5000 list four times, as well as the Deloitte 500 Fast-Growing Technology list. HopSkipDrive has raised $100M in funding to date.

The Role

As the Business Development Manager for Specialty Transportation at HopSkipDrive, you will report directly to the Director of Specialty Transportation. You will play a pivotal role in establishing a new category for our business, specifically focused on refining our partnership strategy and successfully executing this strategy.

Every day, school districts arrange transportation for hundreds of thousands of students who require highly specialized vehicles, equipment, or supports. This includes students with disabilities needing wheelchair lift-equipped vehicles, those requiring safety vests or an additional adult, early childhood students needing car seats, and other students more efficiently served by 6-12 passenger vans. In this role, you will be instrumental in developing our ability to support all of these use cases in the future.

You will be primarily responsible for building our network of transportation provider partners from the ground up – an essential component to the success of the business and our ability to support the full scope of our clients’ needs. You will ensure that the extraordinary level of safety, reliability, and service our clients have come to expect from HopSkipDrive is consistently delivered, even as we expand to support their most complex needs.

What you’ll do

Strategic Business Development

  • Identify, evaluate, and prioritize new business opportunities across transportation providers of varying sizes and scales
  • Develop and deliver compelling pitches that clearly communicate the value and benefits of partnering with HopSkipDrive in order to secure new, high-quality partnerships and expand existing ones
  • Lead negotiations and manage the contracting process, in close coordination with Legal, for new and existing partners, ensuring alignment with business goals and operational capabilities

Partnership Management

  • Build and maintain strong, collaborative relationships with a diverse network of third-party transportation providers
  • Serve as the primary connection point between the business and external partners
  • Establish and maintain clear performance metrics for partners, including reviewing with partners, providing feedback and coaching, and offboarding partners when necessary
  • Identify and capitalize on opportunities to expand existing partnerships to support evolving business needs

Partner Strategy Development

  • In collaboration with the Director of Specialty Transportation, develop and refine the overarching partnership strategy for the business unit
  • Work closely with cross-functional leaders across the organization to gather input and ensure alignment with broader business objectives
  • Translate market insights and strategic direction from external partners to help shape overall strategic planning and inform decision-making

Market Research and Analysis

  • Conduct detailed market analyses to understand trends, identify market opportunities, and assess competitive positioning
  • Utilize insights from market research to inform strategic decisions and partnership opportunities

Who you are:


  • Comfort with ambiguity and a bias towards action; doesn’t need to be handed a playbook to win the game – independent and self-starting
  • Innovative and strategic thinker who views challenges from various perspectives and generates new ideas quickly, yet remains grounded in reality
  • Resilient and persistent, always ready to explore alternative strategies and opportunities when faced with obstacles
  • No problem too big, no task too small; equally capable of handling everything from cold calling potential providers to strategic discussions with senior stakeholders

Skilled Negotiator and Relationship Builder

  • Proven track record in managing negotiations and sustaining business relationships of varying scope and scale
  • Effective communicator, capable of conveying complex ideas and strategies to a variety of stakeholders, both internally and externally
  • Ability to articulate the benefits of working with HopSkipDrive and foster enthusiasm across companies of various sizes and sophistication levels
  • Ability to work effectively in a matrixed environment, with a diverse group of stakeholders

Proactive and Strategic Thinker

  • Skilled in navigating complex business environments, with a strong analytical approach to solving business problems
  • Demonstrated ability to drive business growth and strategic partnerships in a dynamic sector

Experienced Business Development Professional

  • A+ player looking to build a challenging and rewarding career
  • At least 5-7 years of experience in business development or strategic partnership roles, preferably within the transportation, mobility, or logistics sectors
  • Intermediate to advanced Excel/Sheets and PowerPoint/Slides
  • Intellectual curiosity and a love of learning
  • Highly organized and detail-oriented

** This role will be fully remote in one of the following states AZ, CA, CO, DC, FL, IL, IN, KS, MD, MI, MO, NC, NJ, NM, NV, NY, OK, OR, SC, TN, TX, UT, VA, WA, WI**

What you will get

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 flexible vacation, medical, dental, vision and life insurance, 401(k), FSA, and an opportunity to work for a uniquely positioned, VC-backed company in a hugely attractive space with significant upside potential. HopSkipDrive is committed to fair and equitable compensation practices. The base salary range for this role is $85,000 - $100,000 a year plus commission, with an expected OTE (on-target earnings) of approximately $125,000. This compensation will ultimately be in line with the location in which the position is filled. Final compensation for this role will be determined by several factors such as a candidate’s relevant work experience, skill set, certifications, and specific work location. The total compensation package for this role also includes equity stock options.

Equal Opportunity Employer

HopSkipDrive is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected class. HopSkipDrive is also proud to operate as a drug-free workplace.