Account Executive, Mid-Market

Onflo; Pacific (MO); On-site; USD 90,000 - 150,000; Full time

Job summary

Onflo is seeking an Account Executive to own a defined Pacific/Mountain territory, sourcing your own pipeline and managing a full B2B SaaS sales cycle to meet new business quotas. Expect to travel 40–50% for client meetings, conferences, and district engagements.

You will build executive relationships with superintendents and IT leaders, forecast with confidence, and collaborate with Marketing when they provide leads. A lean, entrepreneurial team rewards initiative and resilience.

Qualifications

• 5+ years of B2B SaaS sales managing a full sales cycle with quota attainment.
• Demonstrated ability to self-source pipeline, not just inbound or SDR-led leads.
• Comfortable in all cycle stages, including discounting and closing.
• Technically curious and able to engage IT leaders without a SE in the room.
• Willing to travel 40–50% for client meetings and industry events.

Responsibilities

• Own a defined geographic territory for new business quota attainment.
• Source and manage self-generated pipeline at multiples of quota.
• Provide forecast accuracy you can defend in deal reviews.
• Develop executive relationships across districts in your territory.
• Collaborate with Marketing when flow is available; hit your number when not.

Skills

B2B SaaS sales

Self-sourced pipeline

Sales cycle management

Executive relationships

Sales forecasting

Travel willingness

Tools

Salesforce

AI tools

Job description

Somewhere in your career, you closed a deal that wasn't supposed to close. You read the room before anyone else did. You qualified hard when it would have been easier to keep the deal warm. You pushed when the prospect was drifting and held your ground when they pushed back on price. And when it closed, it closed because of how you ran it — not because the lead was good.

That's the kind of Account Executive we're looking for.

The Role

You'll own a territory. Not work it — own it. New business quota, pipeline coverage, and the strategy underneath both. You'll know which districts are ready, which are warming, and which aren\'t worth your time — and you'll act accordingly. You\'ll source your own pipeline, run your own cycles, and close your own deals. When Marketing helps, great. When they don\'t, you still hit your number.

What you\'ll own:

• New business quota attainment in a defined K-12 geographic territory
• Self-sourced pipeline at 3–5x quota coverage
• Forecast accuracy you can defend in any deal review
• Executive relationships across districts in your territory

What We Do

Every school district in America runs on service — parents need answers, teachers need support, IT teams need systems that work. Most districts cobble that together with disconnected tools, overwhelmed staff, and no real visibility into what\'s working.

Onflo built the platform that fixes that. Our unified service platform brings together customer service, help desk ticketing, call center operations, AI chat, and IT asset management — purpose-built for K-12 public education. When a district runs on K12 Insight, their staff spends less time firefighting and more time serving students.

That\'s the product you\'ll be selling. It\'s a good one. And the people who buy it — superintendents, IT directors, operations leaders — are trying to do something that matters.

Who Thrives Here

We\'ll be direct with you, because we think you\'ll appreciate it.

K12 Insight is a small, entrepreneurial team. We don\'t have a perfect playbook for everything. Priorities shift. Conversations can be intense. Communication isn\'t always tidy. Marketing won\'t always feed you the lead flow you want. Product won\'t always ship on the timeline you\'d hope. We know that — and we\'re actively working on it. What we do have is a product that genuinely helps schools, clients who trust us, and a team that cares about doing the work well.

The people who do their best work here own their outcomes completely — no waiting, no excuses, no "the leads weren\'t there." They stay calm when priorities shift, build their own pipeline when the inbound is thin, and hold themselves to a higher standard than anyone else would set for them. They\'re direct without being harsh, coachable without being passive, and motivated by winning more than recognition. They ask for the meeting, ask for the demo, and ask for the close. They don\'t reflexively discount when a prospect pushes back on price. And underneath all of it, they genuinely care — about the districts they sell to, about the teammates next to them, and about doing the work right.

If you\'ve spent your career waiting for clear direction, clean territory, and steady inbound flow before you produce — this probably isn\'t your role. If you\'ve spent it figuring it out and hitting your number anyway — keep reading.

What We\'re Looking For

• 5+ years of B2B SaaS sales managing a full sales cycle, with a track record of quota attainment or overachievement
• Demonstrated ability to self-source pipeline — not just work inbound or SDR-fed leads
• Comfortable in every part of the cycle, especially the hard parts: qualifying out, holding price, asking for the close
• Technically curious — you learn new software by getting in and clicking around, and you can hold your own with an IT director without a Solutions Engineer in the room
• Active Salesforce user and AI tool adopter
• K-12 or EdTech experience is a plus, not a requirement — we\'ll teach you the industry if you bring the fundamentals
• Able to travel 40–50% for client meetings, conferences, and industry events
• The territory for this role will be within the Pacific and Mountain Time Zones.

The right person reading this already knows if they\'re right for it. If that\'s you — apply.

Onflo is an equal opportunity employer committed to building a team that reflects the diverse communities our clients serve. All are encouraged to apply. K12 Insight uses E-Verify to confirm employment eligibility. Learn more at www.DHS.gov/E-Verify