Account Executive, Mid-Market
New Business Quota
You'll own a territory. Not work it — own it. New business quota attainment in a defined K-12 geographic territory.
Pipeline Coverage
Self-sourced pipeline at 3–5x quota coverage.
Full Sales Cycle
- Prospecting
- Discovery
- Demo
- Negotiation
- Closure
Forecast Accuracy
You can defend your forecast accuracy in any deal review.
Executive Relationships
- Across districts in your territory
What 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.
We know that 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.
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
- Techically 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
- Absolute 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
Compensation
$110,000 base + $125,000 target variable = $235,000 OTE. Uncapped commission plan.