HopSkipDrive

• Push the boundaries of what's possible with Generative AI, Conversational AI, and LLM-powered assistance • Create seamless, human-centric experiences across support ecosystems • Develop self-service experiences that anticipate customer needs • Build agent tools that simplify complex problem-solving • Collaborate within a high-impact, innovative team

• Own near-term supply and demand forecasts for launch markets • Operate and optimize marketplace configurations • Design, build, and ship targeted productivity promotions • Evaluate market health by monitoring net revenue and contribution margin • Monitor performance trends and identify root causes • Own end-to-end project workstreams • Leverage AI-assisted workflows for research and performance monitoring

• Serve as the primary point of contact for assigned clients, ensuring needs are addressed and solutions delivered with urgency and professionalism. • Respond to and resolve complex client inquiries, leveraging internal resources and collaboration to provide swift resolutions. • Lead and manage the implementation of new business from contract signed through launch, ensuring a successful implementation process and maintaining communication with clients throughout the implementation. • Act as a trusted advisor by continuously learning about HopSkipDrive's evolving products and services to best support clients. • Gather and analyze feedback on ride experiences to identify improvement opportunities and implement service enhancements. • Collaborate with cross-functional teams to address systemic issues affecting client satisfaction and advocate for impactful changes. • Partner with Customer Support Specialists to resolve real-time ride and account issues while delivering weekly optimization reports. • Conduct virtual and in-person client meetings to strengthen relationships, align on goals, and ensure adoption of best practices. • Drive the strategic planning and execution of business reviews to align ongoing service strategies with client objectives.

• Proactive, technically-grounded analysis of sales motion and revenue operations. • Building strong cross-functional relationships to drive alignment on key business objectives. • Translating business requests into rigorous, reproducible analysis using AI tools to enhance workflow. • Delivering findings to both technical and non-technical audiences.

• The Regional Account Manager (RAM) is responsible for day-to-day account management and long-term account strategy across a Tier 2 book of business. • Own retention, expansion, and overall account health while serving as the strategic quarterback for complex districts. • Set and execute account strategy and provide recommendations to senior staff for required resources. • Collaborate cross-functionally with Metro Service Managers to drive operational excellence at the account level. • Identify product-level gaps and strategies for product penetration by account. • Drive measurable outcomes through strategic account planning, Challenger-led selling, and cross-functional execution. • Dedicate 2-3 days each week to on-site client visits to foster relationships. • Lead renewals and expansions, including structured negotiations and closing motions.

• Monitor, analyze, and track legislative and regulatory activity across assigned markets to identify business risks and opportunities. • Build and maintain working relationships with policymakers, agency staff, legislative aides, and third-party advocates. • Draft high-impact position papers, testimony, comment letters, and internal policy memos. • Support the coordination of external lobbyists and advocacy consultants in assigned jurisdictions. • Partner with cross-functional teams, including Legal and Operations, to translate policy developments into actionable business guidance. • Represent HopSkipDrive in stakeholder meetings, coalition convenings, and public forums. • Contribute to internal reporting on legislative status, hearing calendars, and advocacy progress. • Utilize AI tools to support research, drafting, and workflow efficiency consistent with team standards.

• Own the day-to-day execution of account management activities for a defined set of Tier 3 named accounts • Support account growth and retention through disciplined execution of account-level workstreams • Coordinate tasks and follow-ups across stakeholders • Support analysis of account-level usage, performance, and product adoption • Identify product-level gaps and opportunities for growth within assigned accounts • Maintain accurate and timely Salesforce data, including account notes and key fields

At HopSkipDrive, our goal is to create opportunity for all through mobility. We’re a technology company that solves complex transportation challenges where there is a heightened need for safety, equity, and care. Through our marketplace, we connect kids, older adults, or anyone needing extra support to highly-vetted caregivers on wheels. Through our software, we solve the biggest transportation challenges facing schools and school districts around the country. Founded by three moms as a solution to their own transportation challenges, we’ve now facilitated more than five million rides across over 17 states around 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 is a Series D company and has raised $100M in funding to date. Who We Are 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. The Role The Associate Account Manager (AAM) owns the day-to-day execution of account management activities for a defined set of Tier 3 named accounts, operating with oversight from an Account Manager or Manager. This role is foundational within the Account Management organization and is designed for individuals developing core client-facing, operational, and commercial skills. The AAM supports account growth and retention through disciplined execution of account-level workstreams, strong operational follow-through, and consistent communication. While not responsible for setting account strategy, the AAM plays a critical role in executing against it - ensuring plans are operationalized, tracked, and delivered with quality and consistency. To excel in this role, you will be expected to take ownership of and demonstrate the following key job responsibilities: - Serve as the primary executor of day-to-day account management activities for assigned named accounts. - Retain, expand and execute defined account strategies and initiatives with oversight, ensuring timelines, deliverables, and commitments are met. - Act as a reliable point person for account-level operational workstreams, coordinating tasks and follow-ups across stakeholders. - Support analysis of account-level usage, performance, and product adoption. - Identify product-level gaps and opportunities for growth within assigned accounts. - Surface potential risks, issues, or opportunities early and escalate appropriately. - Maintain accurate and timely Salesforce data, including account notes, activities, contacts, and key fields. Who You Are You have a curious mindset, high standards, a strong bias for action and are passionate about building strong client relationships, driving sales growth, and delivering impactful solutions. With a solid, foundational experience in account management, you confidently support school districts, navigate client challenges, and identify opportunities to expand and retain business. You’re motivated by results, have grit and thrive in dynamic environments where your contributions directly drive success. With the required qualifications and necessary experience listed below, your impact will be tangible and immediate: - Broad Sales Expertise: 3+ years of experience in sales, account management or a related role. Prior experience developing and executing comprehensive account plans, identifying upsell and cross-sell opportunities, and delivering solutions that align with client needs and business goals. - Proven Relationship Building: Demonstrated success in cultivating trust-based, and empathetic relationships with clients and internal stakeholders in an account management or sales based role. - Cross-Functional Collaboration: Experience working effectively in cross-functional teams, collaborating with multiple departments to achieve shared goals and drive business success. - Critical Thinking and Problem-Solving: Strong ability to identify challenges, analyze data, and develop creative solutions to address client needs, overcome obstacles, and drive sales performance. - Organizational Skills: Demonstrated ability to manage multiple client accounts, prioritize tasks effectively, and maintain a well-organized pipeline to meet sales targets in a fast-paced environment. - Goal-Driven Focus: Track record of consistently exceeding targets and achieving measurable results, with a sharp focus on delivering outcomes that align with company objectives.\ - Clear communication: Maintain clear and proactive verbal and written communication with clients and internal partners to ensure alignment on account status, operational workstreams, project deliverables, follow up meeting recap and opportunities for continuous improvement. Our Investment In You 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 salary range for this role is a $65,000-$75,000 base with an OTE of $90k-105k. This position is remote and, as such, 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. 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. * This role will be fully remote in Southern California*

At HopSkipDrive, our goal is to create opportunity for all through mobility. We’re a technology company that solves complex transportation challenges where there is a heightened need for safety, equity, and care. Through our marketplace, we connect kids, older adults, or anyone needing extra support to highly-vetted caregivers on wheels. Through our software, we solve the biggest transportation challenges facing schools and school districts around the country. Founded by three moms as a solution to their own transportation challenges, we’ve now facilitated more than five million rides across over 17 states around 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 is a Series D company and has raised $100M in funding to date. Who We Are Our Safe Ride Support team takes pride in ensuring every ride is completed safely and smoothly, and that CareDrivers receive the information and support needed to be successful on our platform. As a CareDriver Support Manager you will be a critical player in delivering on our promise “Safety is Everything” and will help us achieve this goal in the following ways: - Lead a team of CareDriver Support Team Leads located offshore to ensure we achieve department SLAs, KPIs, CSAT, and eNPS goals - Conduct weekly 1:1s with your Team Leads, managing to metrics and providing clear and actionable feedback to help them develop in their roles - Track the quality assurance for all team members in your purview, and be a thought partner for our QA Manager to track and benchmark performance - Be a point of escalation for your team members and take over escalated interactions, as needed - Monitor volume across all queues, coach Team Leads on workforce management, and jump into to assist, as needed - Recognize and report high level trends in contact reasons and customer issues, using qualitative and quantitative data to make recommendations to SRS leadership - Partner with cross-functional teams to help move projects and initiatives forward that benefit or impact SRS - Identify operational improvements within your team’s workflows and partner with cross functional leaders on appropriate solutions - Maintain strict adherence to HopSkipDrive policies and processes Who You Are You’re passionate about delivering amazing customer experiences and excited to build an operationally strong team. With the following skills, you’ll make a tangible and immediate impact: - Proven management experience with 3-5 years in a team lead or manager role - Excellent communication and interpersonal skills with a strong desire to collaborate with fellow leaders and cross-functional partners - Maintain safety as a constant north star and exude calm under pressure - Strategic thinker with the ability to solve problems for today and the future - Highly organized with the ability to manage multiple priorities simultaneously - Intermediate Excel skills with the ability to use data for performance management and a desire desire to learn how to use data to influence decision making - Open to feedback and a desire to succeed in a fast-paced environment Our Investment In You 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 salary range for this role is 75,000 - 85,000 per year. This position is remote and, as such, 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.

• Lead a team of CareDriver Support Team Leads located offshore • Conduct weekly 1:1s with Team Leads, providing actionable feedback • Track quality assurance and benchmark team performance • Escalate interactions as needed • Monitor volume and assist coaching Team Leads • Identify high-level trends in contact reasons and customer issues • Partner with cross-functional teams to move projects forward • Identify operational improvements and partner with leaders