Why this role exists
We compete in an established, competitive market (four to six serious players). Generating interest is the easy part — where deals are won or lost is conversion. We need an AE who can both build their own pipeline and close it at a rate above 30%.
This is a role for a closer who can also hunt — not a dialer who hands deals off. If you measure your career in deals signed, ARR added, and win rate — not calls dialed or emails sent — read on.
You'll own the full cycle end to end, and you'll be measured first and foremost on what you bring across the line.
About Blocksi
Blocksi helps K-12 schools keep students safe and learning. Our platform delivers:
- AI-powered content & web filtering — CIPA-compliant control over what students access.
- Classroom screen monitoring & management — real-time visibility and control of student devices for teachers.
- Student safety monitoring — AI that flags signs of self-harm, mental-health crisis, threats of violence, and exposure to adult content, so schools can intervene early.
We sell something that genuinely protects kids. The person in this seat has to carry that responsibility credibly — to IT directors, curriculum leaders, superintendents, and school boards alike.
The market you'll sell into
This is an established, competitive market with four to six serious players — districts already have a solution and a vendor. That's exactly where Blocksi wins: a razor-targeted feature set and pricing innovation that delivers outsized value to districts looking to consolidate overlapping tools or run their stack more efficiently. Your job isn't to convince schools they have the problem — it's to show them a sharper, more cost-effective way to solve it and to win the switch.
You'll also need to run the EdTech buying calendar fluently: the cycle runs roughly Q4 through Q3 of the following year, aligned to district budgeting, fiscal-year timing, and board approvals. Working backwards from close dates and keeping deals on the district's calendar — not yours — is core to the role.
What you'll own
- Build and own your pipeline. Generate your own opportunities across the territory alongside marketing- and SDR-sourced leads, and keep enough qualified pipeline in motion to hit number every cycle.
- Convert that pipeline into closed business — above a 30% win rate. Drive opportunities to signature, owning the deal from discovery through procurement, contracting, and handoff to onboarding.
- Sell the consolidation story. Position Blocksi's razor-targeted feature set and pricing innovation to districts looking to consolidate overlapping tools or run their existing stack more efficiently — and quantify the savings and value that makes switching obvious.
- Run the technical sale yourself. Deliver live, tailored demos of filtering, classroom management, and safety monitoring. Answer the IT director's and CTO's questions on security, data privacy, deployment, and integrations without needing an engineer in the room for the first conversation.
- Build the business case. Map our capabilities to each district's actual pain — staffing gaps, student-safety mandates, compliance exposure, budget realities — and quantify the value so the decision is easy to defend internally.
- Navigate the buying committee. Identify and align IT, instructional leadership, district administration, and finance. Manage RFPs, budget cycles, board approvals, and procurement to a defined close date.
- Handle the hard part of the deal. Surface and resolve objections on price, security, and competitive comparisons. Negotiate terms and pricing that protect margin while moving the deal forward.
- Forecast honestly and hit number. Keep the CRM accurate, run a disciplined pipeline, and deliver predictable, repeatable quota attainment.
- Represent us where it counts. Conferences, trade shows, and district events — turning conversations into pipeline and pipeline into deals.
What you must bring (non-negotiable)
- A documented closing record, including win rate. You can point to specific numbers: quota attainment (e.g., "120% of a $X quota"), average deal size, named deals you closed, and a win rate above 30% in a competitive market. "Met and exceeded targets" without numbers won't get you an interview.
- Proven ability to self-source pipeline. You don't wait for leads to land in your inbox — you've built your own pipeline against a quota and can show how.
- Full-cycle B2B sales experience carrying a quota — you've owned deals end to end, not just booked meetings for someone else to close.
- The ability to sell a technical product to technical and non-technical buyers in the same deal. You can demo software, speak credibly about security and data privacy, and still tell a compelling story to a superintendent.
- Comfort with a considered, multi-stakeholder sale — longer cycles, committee decisions, and procurement, rather than transactional one-call closes.
- CRM discipline (HubSpot, Salesforce, or similar) — you run your pipeline by the numbers and forecast accurately.
- Maturity and judgment to sell student-safety features responsibly — including self-harm and threat detection — with care, not hype.
Strongly preferred
- Experience selling into K-12 (or higher-ed / public-sector / EdTech) — you understand district budget cycles, fiscal-year timing, E-Rate/funding, and how schools actually buy.
- Familiarity with content filtering, classroom management, MDM, or student-safety / digital-wellbeing software.
- Working knowledge of CIPA, FERPA, and student-data-privacy expectations.
- Competitive-displacement / consolidation selling — you've won deals by replacing or consolidating incumbent tools, not just selling into greenfield accounts.
Not required
- A specific degree. We care about what you've closed, not where you studied.
How we'll evaluate you (so you know what you're walking into)
Because conversion is the whole point of this role, our process is built to test it directly. Expect:
- A real conversation about your numbers — be ready to walk through specific deals, your role in them, and how you closed.
- A live demo / mock discovery exercise — you'll be given a district scenario and asked to run discovery and present a tailored case. We're watching how you uncover pain and connect it to value.
- An objection-and-close round — we'll push back on price, security, and competition, and look for how you handle it and ask for the business.
If selling against pressure and asking for the close energizes you, you'll enjoy this. If it doesn't, this isn't the seat.
Territory
This role owns an eight-state South-Central / Midwest region: Texas, Colorado, Kansas, Oklahoma, Louisiana, Arkansas, Missouri, and Iowa.
Compensation
- Base salary: US $65,000–$115,000, depending on experience and closing track record.
- Uncapped commission against an $800,000 annual sales target:
- 8% on bookings up to target — on-target commission of $64,000.
- 16% on every dollar beyond target — accelerated, with no cap. The more you close past quota, the faster your earnings grow.
- On-target earnings: roughly $129,000–$179,000, and meaningfully higher for over-performers thanks to the 16% accelerator.
This plan is deliberately built to reward closing. Activity doesn't pay here — conversion does.
In your first 12 months, success means: ramped to full quota, a healthy and accurately forecasted pipeline, and a track record of closed district deals that you — and we — can point to.
Blocksi is an equal-opportunity employer. We hire for what you can do, and we're committed to a fair and inclusive process.
Ready to close? Apply with your resume and, in a sentence or two, the deal you're proudest of closing and why.
Pay: $65,000.00 - $180,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Health insurance
- Health savings account
- Life insurance
- Parental leave
- Vision insurance
Application Question(s):
- Have you personally carried an individual sales quota and closed deals yourself (not just booked meetings or supported a closer)?
- Are you authorized to work in the US, and able to cover a territory spanning TX, CO, KS, OK, LA, AR, MO, and IA (including travel to districts and events)?
- This is a full-cycle role: you build your own pipeline AND close it, on a multi-month district sales cycle. Is that the kind of role you want?
Willingness to travel:
Work Location: Remote
