Account Executive, Mid-Market

About the role

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.

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

Responsibilities

• Own a territory — not just work it — own it.
• Manage new business quota, pipeline coverage, and the underlying strategy.
• Identify which districts are ready, warming, or not worth your time and act accordingly.
• Source your own pipeline, run your own sales cycles, and close your own deals.
• Leverage marketing help when available, but still hit your number when it isn’t.

What You’ll Own

• New business quota attainment in a defined K‑12 geographic territory
• Self‑sourced pipeline at 3–5× 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

• Direct communication style; appreciates candid feedback.
• Entrepreneurial mindset comfortable with shifting priorities and intense conversations.
• Self‑motivated: builds own pipeline when inbound is thin, owns outcomes without excuses.
• Stays calm amid change, holds self to a higher standard than others would set.
• Coachable without being passive, motivated by winning more than recognition.
• Asks for the meeting, demo, and close; does not reflexively discount on price push‑back.
• Genuinely cares about districts served, teammates, and doing the work right.

Requirements

• 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 rely on 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 — learns new software by hands‑on use and can hold conversations with IT directors without a Solutions Engineer.
• Active Salesforce user and adopter of AI tools.
• K‑12 or EdTech experience is a plus (we’ll teach the industry if you bring the fundamentals).
• Able to travel 40–50% for client meetings, conferences, and industry events.

Pay

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