Inside Sales Account Executive - NE, IL, MS

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.

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 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 SaaS expertise to be integral members of our high‑performing sales team.

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

• 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…