Inside Sales Account Executive

Follett Software, LLC; United States; Remote; USD 90,000 - 150,000; Full time

Job summary

Follett Software, LLC is seeking an Inside Sales Account Executive to drive the sale of our expanding portfolio of technology solutions. You will manage inbound and outbound outreach, including phone, virtual meetings, and email, to hit monthly, quarterly, and annual quotas within a defined territory.

Join a leading EdTech SaaS provider as we expand our growth, requiring seasoned sales professionals with proven SaaS expertise and a strategic, data-driven approach to opportunity development.

Qualifications

• 5+ years of experience in a high-achievement sales environment, with a minimum of two years in a senior-level role or in managing significant accounts.
• A history of meeting and exceeding quotas, with experience in high-complexity deal closures and relationship building.
• Extensive Sales Experience, including demonstrated track record of achieving and exceeding high sales targets with a deep understanding of the correlation between strategic activity and successful outcomes.
• Experience in guiding or mentoring junior sales representatives, with a collaborative approach to team success.
• Advanced verbal and written communication skills with the ability to lead complex conversations across multiple buyer personas and levels.
• Ability to handle and prioritize multiple high-value opportunities and demands within a complex sales environment.
• Proficient in Salesforce.com and skilled in sales enablement tools (Highspot, Consensus), with an aptitude for using data to inform and refine sales approaches.
• Naturally driven, resilient, and solutions-oriented with a strong accountability ethos.
• Proactive and adaptable to changing sales dynamics, with a strong desire for ongoing professional development and growth.

Responsibilities

• Lead in securing new business and deepening existing client relationships within a defined territory, focusing on high-impact, long-term accounts.
• Oversee the entire sales cycle from prospecting to closing with a focus on consistently surpassing revenue targets, mentoring junior reps on advanced sales techniques.
• Execute time management and prioritization at an expert level, optimizing daily workflows and aligning activities with strategic goals to drive efficiency across the sales cycle.
• Regularly provide detailed sales forecasts and strategic insights to senior management, ensuring data-driven resource allocation and informed decision-making.
• Serve as a subject matter expert on Salesforce.com and other sales enablement tools (Highspot, Consensus), guiding peers in maximizing these tools for data insights, pipeline management, and process improvements.
• Generate high-value opportunities through structured prospecting and account development efforts, leveragingdata to engage, qualify, and prioritize key accounts.
• Conduct in-depth product and solution presentations tailored to client needs, delivering value-driven proposals that emphasize return on investment and long-term benefits.
• Identify and act on cross-selling and up-selling opportunities, using advanced consultative sales techniques to positionadditionalolutions.
• Develop and implement strategic territory plans, focusing on segmentation, persona targeting, and prioritization of high-potential accounts for optimized sales growth.
• Regularly analyze market trends and adjust territory strategies to align with changing customer demands and emerging opportunities.

Skills

Sales leadership

Quota attainment

Account management

Mentoring juniors

Forecasting

CRM expertise

Tools

Salesforce.com

Highspot

Consensus

Job description

Everything we do is for educators. We’re partnering with them to advance a bold vision for education that boosts district performance and student success. At Follett Software, we empower educators across roles with technology that streamlines processes and manages information and resources to improve their schools, increase student success, and drive the future of education. We believe that by empowering educators to amplify their impact on students’ lives, we can change the world. Our goal and mission is to drive the future of education. We are inspired by educators to deliver transformative technology. Our innovative, connected solutions simplify challenges and offer a seamless and intuitive experience.

POSITION SUMMARY

As an Inside Sales Account Executive , you willleverageinbound and outbound communications—via phone, virtual meetings, and email—to drive the sale of our expanding portfolio of technology solutions. Each Senior ISR is accountable for individual monthly, quarterly, and annual quotas, strategically targeting both recurring and one-time revenue goals set by Follett Software. Join the industry’s most respected and forward-thinking SaaS leader within the booming EdTech market. As we experience unprecedented growth, we seek seasoned sales professionals with proven SaaSexpertiseto be integral members of our high-performing sales team.

POSITION SCOPE

• Lead in securing new business and deepening existing client relationships within a defined territory, focusing on high-impact, long-term accounts.
• Oversee the entire sales cycle from prospecting to closing with a focus on consistently surpassing revenue targets, mentoring junior reps on advanced sales techniques.

Advanced Sales Process Management:

• Execute time management and prioritization at an expert level,optimizingdaily workflows and aligning activities with strategic goals to drive efficiency across the sales cycle.
• Regularly provide detailed sales forecasts and strategic insights to senior management, ensuring data-driven resource allocation and informed decision-making.

High-Impact Resource and CRM Utilization:

• Serve as a subject matter expert on Salesforce.com and other sales enablement tools (e.g.,Highspot, Consensus), guiding peers in maximizing these tools for data insights, pipeline management, and process improvements.
• Generate high-value opportunities through structured prospecting and account development efforts,leveragingdata to engage, qualify, and prioritize key accounts.

Client Engagement and Solution Presentation:

• Conduct in-depth product and solution presentations tailored to client needs, delivering value-driven proposals that emphasize return on investment and long-term benefits.
• Identifyand act on cross-selling and up-selling opportunities, using advanced consultative sales techniques to positionadditionalsolutions.

Territory and Pipeline Optimization:

• Develop and implement strategic territory plans, focusing on segmentation, persona targeting, and prioritization of high-potential accounts for optimized sales growth.
• Regularly analyze market trends and adjust territory strategies to align with changing customer demands and emerging opportunities.

Other duties and tasks as assigned

Required Qualifications

• 5+ years of experience in a high-achievement sales environment, with a minimum of two years in a senior-level role or in managing significant accounts.
• A history of meeting and exceeding quotas, with experience in high-complexity deal closures and relationship building.
• Extensive Sales Experience, includingdemonstratedtrack recordof achieving and exceeding high sales targets with a deep understanding of the correlation between strategic activity and successful outcomes.
• Experience in guiding or mentoring junior sales representatives, with a collaborative approach to team success.
• Advanced verbal and written communication skills with the ability to lead complex conversations across multiple buyer personas and levels.
• Ability to handle and prioritize multiple high-value opportunities and demands within a complex sales environment.
• Proficient in Salesforce.com and skilled in sales enablement tools (Highspot, Consensus), with an aptitude for using data to inform and refine sales approaches.
• Naturally driven, resilient, and solutions-oriented with a strong accountability ethos.
• Proactive and adaptable to changing sales dynamics, witha strong desirefor ongoing professional development and growth.

WORK ENVIRONMENT

• This role is remote and only open to candidates currentlylocatedin the United States and able to work without sponsorship.
• It requires a suitable space that provides a private and quiet workplace.
• Work hours and schedules are set to accommodate the requirements of the position and the needs of the organization and may be adjusted as needed.

PHYSICAL REQUIREMENTS

• Engage in frequent virtual meetings and communications, which mayinclude handlinginterruptions.
• Ability to manage tasks under time constraints, with effective time management and prioritization.
• Prolonged sitting at a desk or workstation.
• Sustained visual concentration on digital screens for extended periods. Ability to interact with screens at a typical working distance.
• Occasionally adjust position for reaching or retrieving items from a desk or workspace.
• Occasional bending, twisting, or reaching for items on shelves or within a workstation.
• Frequently move within a home office environment.
• Constant use of keyboard and mouse, requiring fine motor skills for typing, navigating, and handling office materials.
• Frequent repetitive hand movements related to typing and mouse use.
• Travel requirements: Minimal (less than 10%)
• Lifting requirements: (choose one) Occasionally lift or carry items related to work setup,generally under10lbs

This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job. However, this job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties,responsibilitiesor working conditions associated with the position. Duties, responsibilities, and activities may change at any time with or without notice. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.

EEO

Follett Software provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability. We are committed to providing reasonable accommodations to , among others, individuals with disabilities and disabled veterans. If you are interested in applying for employment and need assistance or an accommodation in the application process due to a disability, please contact us by email and let us know the nature of your request and your contact information.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Follett Software, LLC’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which a Armed Forces service medal was awarded pursuant to Executive Order 12985.