Job description

Company Overview: 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 The Inside Sales Account Executive position optimizes inbound/outbound telephone, virtual meetings/presentations, and e-mail contact to sell our ever-growing technology solutions. Each Inside AE 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 SaaS expertise to be integral members of our high-performing sales team. POSITION SCOPE Drive Sales Growth: Generate new business and expand existing accounts within an assigned territory, focusing on software and solution-based sales. Own the full sales cycle from prospecting through close, consistently achieving or exceeding quota targets. Sales Execution & Activity Management: Effectively manage daily and weekly activities (e.g., call blocks, outreach cadence) to drive pipeline growth and deal progression. Meet or exceed defined activity metrics and performance KPIs set by sales leadership. Maintain accurate and consistent sales forecasts (weekly, monthly, quarterly) to support business planning. CRM & Sales Tools Utilization: Leverage Salesforce and sales enablement tools (e.g., Highspot, Consensus) to manage pipeline, track performance, and improve sales efficiency. Execute structured prospecting strategies, including outbound outreach, lead follow-up, and qualification. Client Engagement & Solution Selling: Conduct virtual discovery calls, product demonstrations, and tailored presentations that align solutions to customer needs. Apply a consultative sales approach to identify customer challenges and position appropriate solutions. Identify and drive upsell and cross-sell opportunities within existing accounts. Territory & Pipeline Development: Build and execute a strategic territory plan focused on target accounts, industries, and buyer personas. Continuously develop and maintain a healthy pipeline by prioritizing high-value opportunities. Collaboration & Continuous Improvement: Partner cross-functionally with marketing, customer success, and product teams to enhance the customer experience and drive revenue growth. Continuously refine sales strategies based on feedback, data insights, and market trends. Other duties and tasks as assigned QUALIFICATIONS High school diploma or equivalent required; bachelor’s degree in Business, Marketing, Communications, Education, or a related field strongly preferred. 2–5 years of full-cycle sales experience, preferably in a SaaS or technology-driven environment, with at least 1 year as a top-performing representative consistently exceeding quota. Demonstrated track record of meeting and surpassing revenue targets, with strong closing skills and the ability to effectively manage deals through the entire sales cycle. Highly competitive, self-motivated, and results-driven, with a clear understanding of how consistent activity levels translate into pipeline growth and revenue generation. Strong verbal and written communication skills, with the ability to engage, influence, and build trust with a variety of stakeholders and buyer personas. Proven ability to conduct discovery, identify customer pain points, and position solutions through a consultative sales approach. Highly organized and detail-oriented, with the ability to manage multiple opportunities, maintain accurate records, and prioritize effectively in a fast-paced environment. Resilient and adaptable, with a positive attitude, strong accountability, and a growth mindset; open to feedback, coaching, and continuous professional development. Experience using Salesforce.com (or similar CRM) required or strongly preferred; familiarity with sales engagement and enablement tools (e.g., Highspot, Consensus, Outreach, Salesloft) is a plus. Comfortable working in a metrics-driven environment with clear KPIs, including activity levels, pipeline generation, and revenue targets. Strong time management and organizational skills, with the ability to balance inbound and outbound sales efforts effectively. Team-oriented mindset with the ability to collaborate cross-functionally while also operating independently to achieve individual goals. WORK ENVIRONMENT This role is remote and only open to candidates currently located in 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 Perform tasks in a home office environment with frequent virtual meetings, communications, and interruptions, requiring effective time management and prioritization. Prolonged sitting with sustained visual focus on digital screens, requiring the ability to interact at a typical working distance. Frequent use of keyboard and mouse, involving repetitive hand movements and fine motor skills for typing, navigating, and handling materials. Occasionally adjust position or move within the workspace to reach, retrieve, or access items, involving bending, twisting, or reaching, and occasionally lifting or carrying items weighing up to 10 pounds. Travel requirements: Minimal (less than 10%) 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, responsibilities or 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. Email: recruiting@follettsoftware.com CCPA Notice for California Residents: follettsoftware.com

Requirements

Must-haves

Generate new business and expand existing accounts within an assigned territory, focusing on software and solution-based sales.
Own the full sales cycle from prospecting through close, consistently achieving or exceeding quota targets.
Effectively manage daily and weekly activities (e.g., call blocks, outreach cadence) to drive pipeline growth and deal progression.
Meet or exceed defined activity metrics and performance KPIs set by sales leadership.
Maintain accurate and consistent sales forecasts (weekly, monthly, quarterly) to support business planning.
Leverage Salesforce and sales enablement tools (e.g., Highspot, Consensus) to manage pipeline, track performance, and improve sales efficiency.
Execute structured prospecting strategies, including outbound outreach, lead follow-up, and qualification.
Conduct virtual discovery calls, product demonstrations, and tailored presentations that align solutions to customer needs.
Apply a consultative sales approach to identify customer challenges and position appropriate solutions.
Identify and drive upsell and cross-sell opportunities within existing accounts.
Build and execute a strategic territory plan focused on target accounts, industries, and buyer personas.
Continuously develop and maintain a healthy pipeline by prioritizing high-value opportunities.
Partner cross-functionally with marketing, customer success, and product teams to enhance the customer experience and drive revenue growth.
Continuously refine sales strategies based on feedback, data insights, and market trends.
Other duties and tasks as assigned
2–5 years of full-cycle sales experience, preferably in a SaaS or technology-driven environment, with at least 1 year as a top-performing representative consistently exceeding quota.
Demonstrated track record of meeting and surpassing revenue targets, with strong closing skills and the ability to effectively manage deals through the entire sales cycle.
Highly competitive, self-motivated, and results-driven, with a clear understanding of how consistent activity levels translate into pipeline growth and revenue generation.
Strong verbal and written communication skills, with the ability to engage, influence, and build trust with a variety of stakeholders and buyer personas.
Proven ability to conduct discovery, identify customer pain points, and position solutions through a consultative sales approach.
Highly organized and detail-oriented, with the ability to manage multiple opportunities, maintain accurate records, and prioritize effectively in a fast-paced environment.
Resilient and adaptable, with a positive attitude, strong accountability, and a growth mindset; open to feedback, coaching, and continuous professional development.

Nice-to-haves

High school diploma or equivalent required; bachelor’s degree in Business, Marketing, Communications, Education, or a related field strongly preferred.
Experience using Salesforce.com (or similar CRM) required or strongly preferred; familiarity with sales engagement and enablement tools (e.g., Highspot, Consensus, Outreach, Salesloft) is a plus.

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Vision

Professional Development