Expression of Interest: Inside Sales Account Executive

Follett Software, LLC

4d•Remote

About The Position

Follett Software is seeking expressions of interest from sales professionals for upcoming Inside Sales Account Executive openings across various segments in the United States. The role sells the company’s education technology solutions through inbound and outbound telephone outreach, virtual meetings and presentations, and email. Account Executives are responsible for individual monthly, quarterly, and annual quotas, including recurring and one-time revenue goals. The position generates new business and expands existing accounts within an assigned territory, managing the full sales cycle from prospecting through close. It includes daily and weekly activity management, pipeline development, forecasting, CRM use, virtual discovery and product demonstrations, consultative solution selling, and identifying upsell and cross-sell opportunities. The Account Executive collaborates with marketing, customer success, and product teams and refines sales strategies based on feedback, data, and market trends. This is a remote role open only to candidates currently located in the United States who can work without sponsorship. The employee must have a suitable private, quiet workspace. Work hours and schedules are set to meet the position’s and organization’s needs and may be adjusted. Travel is minimal, at less than 10%.

Requirements

High school diploma or equivalent required.
2–5 years of full-cycle sales experience.
At least 1 year as a top-performing representative consistently exceeding quota.
Demonstrated record of meeting and surpassing revenue targets, strong closing skills, and ability to manage deals throughout the sales cycle.
Highly competitive, self-motivated, and results-driven, with an understanding of how consistent activity translates into pipeline growth and revenue.
Strong verbal and written communication skills and ability to engage, influence, and build trust with varied stakeholders and buyer personas.
Ability to conduct discovery, identify customer pain points, and position solutions through a consultative sales approach.
Strong organization and attention to detail, with the ability to manage multiple opportunities, maintain accurate records, and prioritize in a fast-paced environment.
Resilience, adaptability, a positive attitude, accountability, and a growth mindset; openness to feedback, coaching, and professional development.
Experience with Salesforce.com or a similar CRM is required or strongly preferred.
Comfort working in a metrics-driven environment with KPIs for activity, pipeline generation, and revenue targets.
Strong time management and organizational skills, including the ability to balance inbound and outbound sales efforts.
Team-oriented and able to collaborate cross-functionally while also working independently toward individual goals.
Must currently be located in the United States and able to work without sponsorship.
Must have a private and quiet suitable workspace.
Ability to perform work involving prolonged sitting, sustained visual focus on digital screens, frequent keyboard and mouse use, and occasional movement, bending, twisting, reaching, or lifting and carrying items up to 10 pounds.

Nice To Haves

Bachelor’s degree in Business, Marketing, Communications, Education, or a related field.
Full-cycle sales experience in a SaaS or technology-driven environment.
Experience using Salesforce.com or a similar CRM.
Familiarity with sales engagement and enablement tools such as Highspot, Consensus, Outreach, or Salesloft.
Background in education or edtech.

Responsibilities

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 and achieve or exceed quota targets.
Manage daily and weekly activities, including call blocks and outreach cadence, to grow the pipeline and progress deals.
Meet or exceed activity metrics and performance KPIs set by sales leadership.
Maintain accurate weekly, monthly, and quarterly sales forecasts.
Use Salesforce and sales enablement tools such as Highspot and Consensus to manage the 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 aligned with customer needs.
Use 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.
Develop and maintain a healthy pipeline by prioritizing high-value opportunities.
Partner with marketing, customer success, and product teams to improve the customer experience and drive revenue growth.
Refine sales strategies based on feedback, data insights, and market trends.
Perform other duties and tasks as assigned.