Account Executive, Mid-Market

Onflo; United States; Hybrid; USD 150,000 - 235,000; Full time

Benefits offered by this job

Uncapped commission

OTE

Job summary

Onflo seeks an experienced Account Executive to own a defined K-12 territory and drive new business from prospecting to close. You’ll build a self-sourced pipeline, manage the full sales cycle, and coordinate with marketing when available.

You will travel 40–50% for client meetings and industry events, engaging with district leaders and IT directors. Success requires a strong track record, comfort with price negotiations, and executive relationship skills.

Qualifications

• 5+ years of B2B SaaS sales with full-cycle experience and quota attainment
• Ability to source own pipeline, not just rely on inbound
• Comfort handling challenging price discussions and closing deals

Responsibilities

• Own a defined territory and meet/new business quota
• Source and manage pipeline at 3–5x quota coverage
• Execute full sales cycle: prospecting, discovery, demo, negotiation, close
• Provide accurate forecast and defend deals in reviews
• Build executive relationships across districts in your territory

Skills

B2B SaaS sales

Full sales cycle

Self-sourced pipeline

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.

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.

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
• Full sales cycle: prospecting, discovery, demo, negotiation, close
• Forecast accuracy you can defend in any deal review
• Executive relationships across districts in your territory

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 terrority for this role will be within the Eastern Time Zone.

The right person reading this already knows if they're right for it.

Compensation: $110,000 base + $125,000 target variable = $235,000 OTE. Uncapped commission plan.

Explore our website and LinkedIn to learn more about our work and impact.

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